How to Compete and Win When the Stakes are High 1 pot
How to Compete and Win When the Stakes are High_1 pot
... is three to five times
the average. We want to understand what they believe,
how they think, and how they interact with their customers
and colleagues. We’ve studied their reasoning and behavior
patterns, ... your
company offers, and your competitors are making the
same arguments about their solutions. In every case,
the presentations are heavily skewed toward the s...
How to Compete and Win When the Stakes are High_2 pptx
... trusted the salesperson,
and 61 percent said they trusted the salesperson ‘‘rarely or
not at all.’’
1
Remember, these are the responses of custom-
ers about the salesperson from whom they decided to ... its
last links, the bridge helps define the expectations and
alternatives for solving the customer’s problems and then
narrows the search to a final solution.
Whe...
How to Compete and Win When the Stakes are High_4 pdf
... phase of the Prime Process: Diagnose.
11 6 DISCOVER THE PRIME CUSTOMER
E1C05 02/02/2 010 Page 13 2
When indicators are present, we continue the question-
ing process to expand our own and the customer’s—
understanding ... Credibility 12 1
E1C05 02/02/2 010 Page 12 3
Questions are more than tools to elicit information.
When questions are being asked and answered,...
How to Compete and Win When the Stakes are High_6 pot
... formalizing the sale and then delivering and imple-
menting the solution. The sale is formalized when the
salesperson prepares and presents the proposal and the
customer accepts it. In delivery and i ... ELEGANCE
The final pitfall occurs when customers become so
enthusiastic about the potential value of solutions to
their problems that they expand the scope of...
How to Compete and Win When the Stakes are High_7 pot
... 203
E1C07 02/04/2 010 Page 18 6
E1C08 02/03/2 010 Page 19 7
it. Far too often, they neglect the cultural and skill demands
of the new process. As a result, the sales organization re-
jects the change ... If they aren’t generating the
Beyond the Black Box 19 3
E1C08 02/03/2 010 Page 19 4
performance results they need, they don’t simply step on
the gas, trying to prod the...
How to Compete and Win When the Stakes are High_8 docx
... salespeople
learn to prepare customer profiles, they need to under-
stand how to prepare an opportunity management sys-
tem that enables them to coordinate their activities and
set priorities.
4. What Is the ... necessary to evaluate what they are learning;
thus, they must accept the information they are offered and
apply it without a complete understanding of the con...
How to Compete and Win When the Stakes are High_10 docx
... (continued)
decision to, 68–76, 13 2 -13 4,
14 1 14 4
facilitating, xxiii
incentive to, 11 9, 17 5
progression to, 74, 12 0,
14 3
risk involved in, xxiii, 61, 73,
76, 12 1, 14 7 14 8
Christensen, Clayton, 12
Cisco, 19 5
Clarity:
and ... (ROI),
19 9
Reviews, employee, 213
Rh˛ ne-Poulenc, 19
Risk(s):
of change (minimizing
customer’s), 61
customer awareness of, 63
performanc...
The Six-Figure Second Income: How To Start and Grow A Successful Online Business Without Quitting Your Day Job
... “There is no reason for any
individual to have a computer in his home.”
1
Demand had to be built for all these inventions. On the other hand, when you offer a
new -and- improved dog collar to the ... perspective to your advantage. In the case of
the kidney stone treatment, it could be “I went to the doc and nothing seemed to work.
Then I started to ask my friends...
Legal English: How to understand and master the language of law pptx
... on the following terms and conditions.
1. DEFINITIONS
In the agreement the following expressions shall have the meanings set out below:
1. 1 the Board’ the board of directors of the Company
1. 2 ... April 19 69) to the board of directors
■ To change the name of the company from Maplink Limited to Travelgraph Limited.
The steps now required are therefore as f...