3 Reason to Establish and Mine The Gap – Part I
The Pipeline
APRIL 24, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales people are always trying to create urgency, or figure out how they can accelerate a decision. The conventional approach has been to either focus on a “pain point” the buyer may want to solve with haste. The other conventional strategy is to have the client agree to a needs analysis, and leverage the outcome based on that analysis.
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