I love to simplify complex things and I think that buyers go through 3 stages before purchase:

⁃  Awareness: What’s the problem and what’s the desired outcome?
⁃  Consideration: How can we achieve these things?
⁃  Decision: Who are we going to do this with?

The first two platforms are a battle over ideas and as a salesperson you must come into buying meetings with good questions and ideas. Buyers usually do their research and will get the facts and figures online, so salespersons have to step their game. We have start getting salespersons to start having conversations instead of giving presentations - true storytelling with references and testimonials. Contact me via e-mail when you are ready for a sales training and storytelling workshops.