Value bonds the sales and buying cycles

In the last “Joy of cycling” post we looked at how smart sales people syncronize their sales cycle with their buyer’s buying cycle.

One desired result of this greater syncronization is increased contact with the buyer. Contact, whether email, phone or face to face meeting gives a chance to give and receive important information, uncover and understanding needs and communicating relevant information.
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Identify the pain or problem behind a “want” – or risk an unsuccessful conclusion

“You know, I’m definitely going to smarten up a bit when we get back to England” I said to my girlfriend as we sat sipping the froth off our cappuccinos sheltering from Rome’s 30 C summer heat, watching smart Italians going about their business in beautifully cut suits, well-ironed shirts and expensive shoes.
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