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Gaining Visibility and Control of Sales Cycles

In any event, if and when the Sequence of Events has been successfully negotiated with the decision maker, we suggest that at that point all committee members should be copied with the Sequence of Events. Both buyer and seller now have an agreed-on approach to making a buying decision. Buyers find it comforting (and unusual) to be working with a salesperson who has already thought to ask about and negotiate the steps leading to a buying decision. At this point, the seller has gotten agreement from the committee for the approximate duration of the sales cycle.

As for controlling the buying cycle, both the buyer and seller share veto power at each checkpoint. That is to say, each of these steps represents an opportunity for either party to withdraw from the evaluation.


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