In a traditional sales model, the most focus is on this step
Opening the Call
Need analysis
Closing
Objection Handling
Which is NOT true for Big-decision sales
Emotional aspect is hidden
Risk is lesser
Large needs take time to develop
They need a rational justification
For a buyer, investing 100,000 is a
Small Decision
Big Decision
Depends on the buyer
Depends on the seller
Customer: “I really liked your presentation. Let’s catch up next month.” This is an example of
Getting the Sale
Advances
Continuation
No Sale
Customer: “I still have some doubts about your product. Can you come next week to give a demo?” This is an example of
Getting the Sale
Advances
Continuation
No Sale
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