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Beyond the Sales Process by Dave Stein, Steve Andersen

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STRATEGY 9

Realize the Value: Meeting and Exceeding Customer Expectations

You accomplished a lot in Section I and II, but your work is far from finished. In the four strategies we discuss in Section III, you’ll learn how to extend your customer engagement into a strong, lasting relationship that will endure and grow after the sale and beyond.

In Section I, pre-opportunity and well before the sale, you made a commitment to engage differently. Through research and diligence, you became a student of your customer, learning as much as you could about their business and what’s going on in their world. Noting your interest and preparation, the customer welcomed your invitation to explore possibilities together, and through that process, your knowledge ...

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