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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by Brian Sullivan, David Mattson

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CHAPTER 15Refine the Position

This section begins with the concept of refining the position, which is a key element of solution development.

You have done your initial research into all of the relevant variables involving the prospect and the opportunity, and you have received the prospect’s concurrence to proceed as a partner in the process. Now you are seriously engaged in the pursuit. Every day that you consciously decide to stay in it, it’s costing your firm money, assets, and energy. So now, as Stage Four begins, you connect the key members of the selling team to share and/or refresh everything that you’ve learned about the opportunity up to this point.

SANDLER ENTERPRISE SELLING RULE

Gather the team and create a solid base of knowledge. ...

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