Understand Your Clients’ Motivations – Part 2

Earlier this week, I created the first part of this two-part series called Understand Your Clients' Motivations - Part 1, on this blog site, Sales Aerobics for Engineers Blog. Part 1 focused on how we all make assumptions about the business development and sales process that we shouldn't be making.

Today, the second part of this two-part series is published as a guest post on the award-winning CivilEngineeringCentral.com Blog. Part 2 focuses on how we never really understand our customers' decision-making process. And it certainly isn't ever made in a straight line.

I invite you to read the second part (and first if you missed it).

Let me know what you think.

Want to know more about how to develop business and have those sales conversations with potential clients - even if you are an engineer / technical professional? My book, Do YOU Mean Business? Technical/Non-Technical Collaboration, Business Development and YOU is coming out Q1. Learn more about it by clicking on the book title, above!

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Related posts:

• Understand Your Clients’ Motivations – Part 1
• Everyone is a Customer of Everyone Else
• Do you provide simple solutions for your clients?
• Are Your Clients Hunkering Down And Maintaining The Status Quo?
• Looking forward to Monday Morning Meetings?