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Beyond the Sales Process by Dave Stein, Steve Andersen

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STRATEGY 2

Explore the Possibilities: Giving Your Customer a Reason to Engage

In Strategy 1, you became a student of your customer. Gathering information from a variety of sources, you learned about your customer’s world and what’s important to them. As we move into Strategy 2, you’re still pre-opportunity, but it’s not the time to sit back and wait for your customer to make contact with you. If you want to be distinguishable when the next opportunity arises, you have to get out ahead of the curve. You have to give your customer a reason to engage with you.

Exploring the possibilities with your customer involves initiating a dialogue to find out what your customer cares most about and identifying areas of potential interest. If you’ve done your ...

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