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Beyond the Sales Process by Dave Stein, Steve Andersen

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STRATEGY 3

Vision the Success: Visualizing Future Potential Value with Your Customer

Your diligent research has equipped you with an understanding of what your customer cares most about and, based on the knowledge and credibility you’ve established, they’ve engaged with you in an exploration of possibilities before there’s a specific opportunity to discuss. Without the pressure of an RFP deadline or multiple rivals competing for the same piece of business, your interactions with your customer are more relaxed and comfortable. They’re not looking to buy; you’re not trying to sell. And rather than having a predictable conversation about how your solutions will indisputably fulfill the customer’s needs, you can focus the dialogue on what you already ...

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