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VSP238 Wie finde ich den wahren Schmerz beim Entscheider heraus? episode artwork

EPISODE · Aug 6, 2018 · 12 MIN

VSP238 Wie finde ich den wahren Schmerz beim Entscheider heraus?

from Verkaufen an Geschäftskunden · host Stephan Heinrich

Entscheidungen treffen wir nur, wenn wir müssen. Das gilt zumindest für Investitionsentscheidungen. Entscheider unterschreiben nur dann einen Vertrag, wenn sie denken, dass es nötig ist. Weniger drängende Entscheidungen werden aufgeschoben. Professionelle Verkäufer müssen daher sicherstellen, dass sie nicht nur eine passende Lösung für ein Problem anbieten, sondern auch im Vorfeld genau verstehen, welchen Handlungsdruck der Entscheider für sich wahrnimmt. Mehr Informationen: stephanheinrich.com/podcast

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VSP238 Wie finde ich den wahren Schmerz beim Entscheider heraus?

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How long is this episode of Verkaufen an Geschäftskunden?

This episode is 12 minutes long.

When was this Verkaufen an Geschäftskunden episode published?

This episode was published on August 6, 2018.

What is this episode about?

Entscheidungen treffen wir nur, wenn wir müssen. Das gilt zumindest für Investitionsentscheidungen. Entscheider unterschreiben nur dann einen Vertrag, wenn sie denken, dass es nötig ist. Weniger drängende Entscheidungen werden aufgeschoben....

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