Tag «Buying Decisions»

Why Behavior-Based Sales Training Comes Up Short: Thinking Approach Gets to the Root of Selling and Buying Decisions

Lake Lure, NC, March 4, 2013 – Sales training and coaching strategies that focus primarily on behaviors aren’t adequately preparing sales professionals to connect, persuade and win in today’s tough environment. The reason, according to Herrmann International research, is that selling approaches and buying decisions are rooted in thinking, not behaviors. By embedding thinking into …