Surviving the mid sale crisis

In this article, explores the skills and strategies, which help to win major sales. They examine the issues arising in the evaluation of the options phase of the Buying Cycle.

This is one of the most misunderstood stages of the sale where all too often sellers simply submit a proposal and hope for the best. Yet this should be one of the most active parts of the sale since the buyer is evaluating the options available and short-listing those suppliers, which seem to offer the best fit, in terms of meeting their needs and selection criteria.