The #7 mistake I see sales people and entrepreneurs make is selling to buyers after they have already started the process of Searching For Alternatives – when you already have several competitors, and the typical close ratio is 15% – INSTEAD OF selling to decision makers when they are in the Window of Dissatisfaction, you have no competition, and the typical close ratio is between 60% and 90%.

My question, to be answered by commenting below, is “How do you know when a decision maker is in the Window of Dissatisfaction

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