Terry Slattery of Slattery Sales Group describes what happens when logical and emotional customers come together after meeting with the vendor in complex sales cycles. He also talks about what logical customers care about (lowest price) and what emotional customers care about (best possible solution and lowest total cost of ownership over the life of the solution).
Sales Training Questions
In this video, Terry Slattery of Slattery Sales Group discusses the difference between price and cost in relation to overall value. You may pay a lower up-front price, but the cost over the lifetime will be greater. The total cost includes the value of missed opportunities due to market delay. Learn what questions to ask in the sales process to engage the logical customer and close the sale.