High Stakes Selling

High Stakes Selling uses a single, integrated model to guide the readers through the entire buying/selling process, showing them what to do before, during and after the sales game.

High Stakes Selling is based on the decision-making process used by large organizations when making critical buying decisions. This approach focuses on the entire life cycle of a high-stakes project, from conception to completion.

The model represents a process used by organizations to manage the risk that comes with making decisions about high-stakes financial investments. Salespeople who want to play in these larger games need to know the specific phases and triggers of their prospect's internal buying process. Salespeople who don't understand this budgetary process run the risk of wasting valuable time and resources on phantom or rogue projects that end up going nowhere.