what stage of the decision the customer is at

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Managers involved in negotiations must clearly understand
The content of the stages of traditional and project sales can differ greatly – transactional methods do not always work here.

Conventional performance indicators for ecuador mobile database managers (number of negotiations conducted, calls made, presentations organized) are of little use to project sales.
Sales stages are not built on the regulated actions of the manager, but on target tasks that are related to the course of the discussion.
Sales stages are usually tied to customer decision-making stages.
Long transaction period: from the first interaction to the signing of the agreement, it can take weeks or even months.

The need to compete with similar products/solutions, which requires highlighting a competitive advantage that is obvious to the client.
Managers working in the field of project sales need special skills that are not so relevant for ordinary salespeople. It is necessary to have excellent knowledge of your own product, including the possibilities of its improvement, and to act as a marketer, and to have an understanding of the psychological subtleties of communication with the client.