... 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...
... Accordingly, their customers see them
as professionals who are willing to take the time to under-
stand their prob lems and who can be trusted to offer solu-
tionsthatnotonly‘‘donoharm,’’butalsoimprovethe
health ... 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 soluti...
... includes the facts and figures needed to
check for symptoms of the customer’s problem, the infor-
mation and resources that the customer w ill bring to the
next meeting, and the information and resources ... Diagnose.
116 DISCOVER THE PRIME CUSTOMER
E1C05 02/02/2 010 Page 132
When indicators are present, we continue the question-
ing process to expand our own...
... 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 ... colleagues in
their own and their customers’ companies to m anage the
change process required to use the solution, mitigate the
risks in the implementati...
... 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 Cycle
in the pursuit ... Usuall y, they
are based on the best guesses of individual salespeople as to
how ‘‘interested’’ their customers are and how soon they
might sign a deal. If you ch...
... 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...
... Technip
“Customers need to know the value they will receive and how they will receive it. Thull’s insights
into the complex sale and how to clarify and quantify this value are remarkable
—
Mastering the ... in the middle
of the night?, 107
Would you do what you are
about to propose to your
customer?, 174
You must be prepared to
not be prepared, 105 106 ,...
... 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 ... “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 -...
... 1969) 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’ ... ordinary
shares of £1 each.
WE the subscribers to this Memorandum of Association wish to form into a Company
pursuant to this Memorandum and we agree to take the...