Another reason to listen

Forget about your goals for a moment and ....
Establishing a Timeline
According to a recent Harvard Business Review study, 26 percent of today's prospects say their biggest complaint is that salespeople don't take enough time to understand (and follow) their buying process.

That not only frustrates prospects, in many cases, it makes it difficult for them to agree to do business at all.

Partnering with prospects early on to create a timeline for the sale based on how their process works and when they'd like to make a buying decision builds trust, and it also helps salespeople know when prospects are simply stalling to avoid saying "no."

Source: Tom Atkinson, Research Director for the Boston-based Forum Corporation (2009)

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