Business Development Representatives using the telephone must realize that when selling a service, different members of the customer’s “buying committee” – those who participate in making the decision – may request unique customizations and may have specialized viewpoints of the service the selling organization is proposing. The sales cycle itself is often more complex, because a significant amount of trust must be established. Because services may involve extensive interactions between the staffs of the selling and buying organizations, cultural differences and ways of doing business may be need to be recognized, understood and communicated, and appropriate adjustments put into place.
Juggling long and complex sales cycles can seem daunting. Give us a call, and we’ll help establish a clear, easy-to-follow process!