Related Posts
Terry Slattery of Slattery Sales Group describes what happens when logical and emotional customers come together after meeting with the vendor in complex sales cycles. He also talks about what logical customers care about (lowest price) and what emotional customers care about (best possible solution and lowest total cost of ownership over the life of the solution).
Read more
Using Consequences for Winning Complex Sales
In this video, Terry Slattery of Slattery Sales Group discusses how to use the consequences of not choosing your solution as a way to win complex sales. He discusses the long term benefits of choosing a solution based on consequences and how to have this conversation with your prospective clients. He also shares how to make your expertise a valuable differentiator in the sales process.
Read more