Creating High-Return Opportunities

Sales opportunities involve either business-to-business or business-to-consumer transactions. Yet, not every sales opportunity affords you the ability to provide additional compensated value. Typically, these high-return opportunities involve the following "two-plus" requirements:

• There are two or more decision makers.

• They require two or more in-person sales calls to complete.

The more "two-plus" requirements you have, the greater the opportunity to sell compensated value. Individuals seeking only the lowest price or the quickest delivery would not need to make this type of investment in people or time.

Note

In business-to-consumer transactions, there might be only one decision maker. However, if a sale involves more than one in-person sales call, it still allows the opportunity for you to use The Science of Sales Success's processes, tools, and selling system.