Step Three - The Decision Process

It's the only thing we need to do at the beginning is create us an environment where they feel safe enough to tell us the truth. Second step is the motive. What kinds of problems are they having in their life in the absence of our solution or es? And motive is not just pain, it's not just needs. It's really a combination of a lot of those things. The professional phase of this is you tell them what your process is. I'll have orange jo o on step four. Step four is the decision. In every business to business scenario, and sales, i wouldn't say in everyone, but in most there is always an option not to change. Always there