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 behaviorpatterns, ... yourcompany offers, and your competitors are making the same arguments about their solutions. In every case, the presentations are heavily skewed toward the seller and the solutions and the customer is ... messages’’ to theircustomers. In other words, Era 1 and Era 2 sellers are try-ing to force fit the concept of value into their existing salesapproaches. As a result, the flaws in their approaches...
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How to Compete and Win When the Stakes are High_2 pptx
... trusted the salesperson, and 61 percent said they trusted the salesperson ‘‘rarely ornot at all.’’ 1 Remember, these are the responses of custom-ers about the salesperson from whom they decided to ... itslast links, the bridge helps define the expectations and alternatives for solving the customer’s problems and thennarrows the search to a final solution. When the Bridge to Change is customized for ... their customers and thus are regarded as contrib utors to t heir customers’businesses. When I suggest to salespeople that they should serv eas business advisors to their cu stomers, they invariably...
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How to Compete and Win When the Stakes are High_4 pdf
... phase of the Prime Process: Diagnose. 11 6 DISCOVER THE PRIME CUSTOMERE1C05 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 1E1C05 02/02/2 010 Page 12 3Questions are more than tools to elicit information. When questions are being asked and answered, the cus-tomer is forming opinions that are critical to the ... offering customers the information that they need to answer each question—no more and no less. If the cus-tomer is able to answer questions in a positive way , the How to Be Invited In 11 3E1C04 02/03/2 010 ...
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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 soenthusiastic about the potential value of solutions to their problems that they expand the scope of the out-comes. When customers drop into ... colleagues intheir own and their customers’ companies to m anage the change process required to use the solution, mitigate the risks in the implementation, and ensure that their cus-tomers are achieving...
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How to Compete and Win When the Stakes are High_7 pot
... 203E1C07 02/04/2 010 Page 18 6E1C08 02/03/2 010 Page 19 7it. Far too often, they neglect the cultural and skill demandsof the new process. As a result, the sales organization re-jects the change ... If they aren’t generating the Beyond the Black Box 19 3E1C08 02/03/2 010 Page 19 4performance results they need, they don’t simply step on the gas, trying to prod the sales organization into doingmore ... Deliver phases and in each phase, guide the customer through key deci-sions and produce the outcomes needed to move the customer to the next higher stage of the Value L ife Cyclein the pursuit...
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How to Compete and Win When the Stakes are High_8 docx
... salespeoplelearn 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 context inwhich they are working. They operate ... on customers to interpret that communication and make the connection between the value capabilities of the solut ions and their value achievement. Sellers need to guide their customers to an...
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How to Compete and Win When the Stakes are High_10 docx
... (continued)decision to, 68–76, 13 2 -13 4, 14 1 14 4facilitating, xxiiiincentive to, 11 9, 17 5progression to, 74, 12 0, 14 3risk involved in, xxiii, 61, 73,76, 12 1, 14 7 14 8Christensen, Clayton, 12 Cisco, 19 5Clarity: and ... (ROI), 19 9Reviews, employee, 213 Rh˛ ne-Poulenc, 19 Risk(s):of change (minimizingcustomer’s), 61 customer awareness of, 63performance, 15 0 15 1personal, 15 0 15 1process, 15 0 15 1solution, 15 0 15 1uncovering ... E1BINDEX 02/04/2 010 Page 268Prime Resource (role), 17 3, 18 4 18 5Prime Resource Group, 37, 51 Priority to act, 14 0 14 1Problems:analysis of, 18 1 18 2costs of, 13 4 14 1creative solutions to, ...
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The Six-Figure Second Income: How To Start and Grow A Successful Online Business Without Quitting Your Day Job
... “There is no reason for anyindividual to have a computer in his home.” 1 Demand had to be built for all these inventions. On the other hand, when you offer anew -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 and found out that several of them ... can you demonstrate? Is it how to sharpen lawnmower blades? How to spin yarnmade from yak fur? How to retrofit a chainsaw to run on nitrous? How to play music with the tones from your Apple iPhone?Yes,...
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Legal English: How to understand and master the language of law pptx
... on the following terms and conditions. 1. DEFINITIONSIn 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 follows.Step 1 Call the first shareholders’ ... THOUSAND2 [6]3 [7]Total shares taken : 4 [8]Dated this 15 th. day of May 20 0603Chap 01 03/07/2005 10 : 21 AM Page 9Chapter 1 ■ Company formation 11 03Chap 01 03/07/2005 10 : 21 AM Page 11 Legal English...
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