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Reactive Selling Incurs Risk

  • The prospect is only interested in technical features having no understanding of the business problem his Vice President is trying to solve.
  • The prospect understands the business problem, but not the value of solving it.
  • The problem affects areas outside his domain or vision.
  • The prospect drops the search for a solution or buys the cheapest product that solves only the part of the problem that he understands.
  • The prospect gets it, but he doesn’t know how to convey it to management.
  • New clients, reference accounts and client satisfaction are accidental if they occur at all.

It doesn’t have to be this way.

You will improve your results using a selling process that maps the following.

  1. Who you should call.
  2. Where to find your value in and outside of IT.
  3. How to get their attention.
  4. What to ask.
  5. Which points to focus on.
  6. How to frame each decision to your advantage.
  7. When to do these steps.

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