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Title: Buying Criteria: Influencing the Decision Criteria
Running time: 12:30
Description: This is one of the most important programs in the entire series! A product/service feature, in and of itself, provides no inherent advantage to you in a sale unless a prospect thinks the feature is important. This suggests that key account sales can be won or lost based not on your product/service selling skills, but on the buying criteria that was established long before formal buying began. This program helps you identify the buying criteria you need to influence, and discusses how to get involved earlier in the sale.
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