The more people there are involved in the buying decision and the greater the number of different corporate levels participating in the decision, the lengthier the process is likely to be.
When you first meet with a new prospect, how do you position your product or service? How do you characterize its various features, functions, and advantages? Which elements do you emphasize as having the strongest potential appeal to the prospect?
The next time a prospect or customer says or does something you don’t expect, disengage from the situation, set your initial emotional responses to one side … and get curious.
