''Every time you ask someone to buy something you ask them to make a change...''

People react very different to change. It can be viewed by them as a threat or as an opportunity. The buyers perception is determined by:
* Immediate business situation
* How proposal will change that situation
* Whether or not that change will make the needed impact

See also: [[Kotter's 8-Step Change Model - Change Management Training from MindTools.com]]@management
bag
sales_public
created
Fri, 09 Dec 2011 10:00:26 GMT
creator
dirkjan
modified
Fri, 09 Dec 2011 10:00:26 GMT
modifier
dirkjan
tags
M20
Term
creator
dirkjan