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The Key to the C-Suite by Michael J. NICK, Jill KONRATH

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CHAPTER 3IDENTIFYING YOUR PROSPECT’S THRESHOLD FOR PAIN

In this chapter, you will learn how to turn your value inventory into a series of quantitatively based discovery questions that will help you accomplish three primary objectives:

1. You will be better able to identify pain, capture it, and calculate its current cost.

2. You will learn how to prove to your prospect that maintaining the status quo is not free.

3. You will be transformed from a “sales professional” to a “consultative sales expert.”

These three objectives cover a great deal of material. Be sure you are prepared by completing your value inventory.

USING YOUR VALUE INVENTORY TO CREATE DISCOVERY QUESTIONS

We assume that you already know your product’s features and benefits and ...

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