The Impact of a Non-Supportive Buy Cycle

Explanation: When a candidate has a non-supportive Buy Cycle it indicates that the manner in which this person goes about the process of buying something for him/herself does not support the selling process.

Impact: This candidate will be vulnerable to prospects who buy the same way as he/she does. If the prospect wants to 'think it over' and that's what the salesperson usually does, no technique will be effective because the salesperson understands the stall. Same goes for price shoppers, comparison shoppers and researchers.

The Non-Supportive Buy Cycle is the most powerful and the second most common weakness we find in salespeople. This weakness alone will not cause a 'do not hire' recommendation.