Sandler by Mathis Events

Nothing provokes anxiety in a salesperson like talking about pricing. What if the buyer doesn’t have a budget for an investment? What if their budget is too low? What if they don’t want to talk about it? Investment conversations don’t have to be uncomfortable and there is much more to an investment decision to buy a new product or service than just the budget.

Buyers‘ decision-making processes are growing increasingly complex with an increasing number of decision-makers involved in every sale. It has never been more difficult—or more important— for a salesperson to gain access to key decision-makers and understand how their buyers make decisions.

In sales, whether a deal closes is decided by the many qualifying events that occur well before closing. Closing the deal is the end game in sales, your presentation doesn’t have to feel like a high-stakes event that makes or breaks it.