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Archive for August 19th, 2008

Understanding Need Awareness

Tuesday, August 19th, 2008

After we complete phase one of the sales process, Need Analysis, we move into phase two, Need Awareness. There are two distinct parts to the Need Awareness segment of the process. First, the light must go on in the salesperson’s head, UNLESS THE PROSPECT SEES, UNDERSTANDS, AND BELIEVES THERE IS A PROBLEM, THERE IS NO [...]