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Beyond the Sales Process by Dave Stein, Steve Andersen

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STRATEGY 5

Discover the Drivers: Understanding What’s at Stake for Your Customers

In Section I, we looked at how to achieve success before the sale. We examined how to do your homework and become a student of the customer, and then how to put this knowledge to work by selecting the right possibilities to explore, giving the customer a reason to engage with you. We described how to help your customer build a vision of success by focusing on how they define value, and explained how to use the information and insight that you now have assimilated to elevate the conversation through the development of customer value targets.

Your successful customer engagement efforts have helped you evolve from pre-opportunity into an active sales opportunity, and ...

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