How Prospects Learn Is a Critical Part of the Sales Process

As service providers, there's a plethora of things to think about when selling. We strive to create rapport, build trust, offer value, overcome objections and barriers, create a client-for-life relationship, and more.

In addition, we try to adjust our approach to best connect with each prospect's buying persona. And woven within those personas we may encounter layers of different decision-making styles, different leadership approaches, and different critical thinking methods. Yikes! It's a lot to consider.

And yet when preparing a prospective client strategy, there is another worthy element that often gets lost: learning preferences.