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Creating value in 2012

The sales cycle may be short or long, but in the end a true salesperson closes. However, if the sale doesnt happen right away, it may be that the timing is not right or that you have not found the right buyer. Either way, be ready to provide value in...

By Mark Roberts | Updated on February 13, 2012

When consumers are evaluating a purchase, they look at several factors—cost, return on investment, ease of use, limitations, perception by others, application and value. How all these work together affects whether someone will buy or pass on the purchase.

Consideration by the buyer of how to assess the overall evaluation often is assisted by the seller. Typically, there may be some homework involved on the part of the one making the decision, and often it’s up to the seller to provide that material. The more expensive and complex the object or service, the more due diligence is required.

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