The Selling Life-Cycle Paradigm: Educating Your Prospects
A paradigm is simply a way of looking at something. The Selling Life-Cycle Paradigm teaches you to view sales as a process and not as an event. The goal of the sales process according to the Selling Life-Cycle Paradigm is to educate your prospects and customers. In other words, if your prospects knew exactly what you knew about your product or service and felt exactly as you felt about your product or service, they would buy it.
More specifically, selling is the process of educating your prospects about the value your product or service will add to the profitability of their organization. If you can demonstrate that your product or service will yield a superior return on their investment, ...
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