Concerns - the end of cycle sales killer


This white paper examines the reasons behind why customers decide not to buy late in the sales cycle and the skills and strategies needed to bring sales success at this late stage. In particular it focuses on the skills and strategies that can be used to reduce customer concerns about the risk of making a major purchasing decision. Huthwaite research revealed that it is these customer concerns about risk, rather than price that are the main reason for sales being lost late in the sales cycle.