How Do You Make a Decision to Use You as a Vender?

i to talk a little bit about this idea of how does a prospect make a decision to use you as a vender. And we've got to be really astute and adept at finding pain, yet finding the problem the customer has. i had a situation a few weeks ago that i was the buyer. The person did a pretty good job of finding my problem and having me re lit to him, but did a very lousy job in helping me distinguish between him and other three or four people who could solve it. I don't know whether it's inserting another step in the sales process, or whether it comes when it is time to recommend a solution for an issue. But i wondered what