customer solutions

Revealing Constraints Compels Action

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Discovering why a prospect needs a remedy is what makes the difference between a single commodity sales transaction and a comprehensive solution that produces sustainable value and launches enduring relationships. The most compelling solutions help the prospect overcome constraints that are hindering goal achievement. Why is identifying obstacles the most vital part of the discovery process? Productive sales discovery begins by clarifying a prospect’s current circumstances and stated needs.  With the starting point identified, the …

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It’s Not A Business – It’s A Mission

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 Fulfilling Their Mission Is Your Business Why was your business founded? Business leaders often ask themselves this question to retain their focus and purpose during challenging times. Every day, the circumstances of your business can change your priorities. When the action is fast and furious, reminding yourself why your business exists helps reorder changing priorities to concentrate on those that best fulfill your Mission. Most Mission statements describe how the business intends to satisfy the …

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