Learning Portal

Selling Through Curiosity™ Basic Discovery Video Refreshers Advanced Discovery Qualification Review Decision-Making Process Creating Plan Letters Customizing Your Solution Objection Handling Negotiating and Closing Relationship Building Prospecting Just in Time Refreshers Time Management Strategic Account Planning Managing Through Curiosity™ Managing Through Metrics

Decision Making Process Understanding Your Customer’s True Decision-Making Process We must understand a customer’s complete decision-making process. This section reviews how to learn early on how to discover all the steps needed to win all the business. Understanding Your Customer’s True Decision-Making Process:The Interactive Exercise This interactive exercise will give you a chance to practice listening to a customer’s decision-making process, taking great notes, and then formulating meaningful questions all around how a customer makes their decision.