Using Consequences for Winning Complex Sales

What is isolation during the sales process? Terry Slattery answers this question and tells you the sales skills needed to break the isolation and move to getting a sale. It’s the goal of a good salesperson to use isolation after the decision process. Learn the two key ways to break the isolation: reach the emotional customer and work with the logical customer.

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).