VSP003 Motive treiben Entscheidungen - Kapitel 01 Erfolgsprinzipien

from Verkaufen an Geschäftskunden · host Stephan Heinrich

In dieser Woche setzen wir uns mit einem weitern Prinzip für Erfolg im Geschäftskundenvertrieb auseinander. In der ersten Woche haben Sie einiges über das "Wozu" einer Kaufentscheidung gelesen. Und in der zweiten Woche ging es um die Frage, mit welcher Art von Ansprechpartner Sie diesen Nutzen besprechen sollten. In dieser Woche stellt sich vor allem die Frage, welche weiteren Voraussetzungen eine Investitionsentscheidung benötigt. Mehr dazu lesen unter stephanheinrich.com/podcast-b2b

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This episode was published on January 13, 2014.

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