Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer’s buying decisions has revealed that a customer’s resistance may not be caused by what you present. It could be the sequence of your sales presentation.

Our research has shown 76% of sales presentations are out of sync with buying decisions. When making a major purchase decision, your customer goes through a process of five sequential decisions.

  1. SALESPERSON – Customers decide if they like and can trust you.
  2. COMPANY – What is your company’s reputation? Is your company a good match for them?
  3. PRODUCT – Is your product the right solution for their needs?
  4. PRICE – Is your solution competitively priced? Is it a good value?
  5. TIME TO BUY – Is now a good time for them to move forward with the purchase?
Duane Sparks

About Duane Sparks

Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling.  He has created Action Selling sales training products and learning systems that transform sales organizations.  Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).

Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).