Aug 042011

Sales Training Tip #404: Why Do CEOs Buy?

Sales Training: By Mark Hunter, 08/02/11,

If you are wondering what drives a CEO’s decision to buy, I can guarantee you it is expectation, not price.

I should really be saying something like, “Why CEOs don’t buy anything.” That is the real sales training tip.

You see, CEOs don’t buy — they only invest. In fact, that is what all companies do. They invest in outcomes, rather than buying “stuff.”

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