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

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CHAPTER 19Fingerprinting

This chapter is all about gaining client feedback. It’s a simple concept, yet it’s often ignored.

In addition to keeping the lines of communication open so that you can learn about changing developments on the buying side of the pursuit, fingerprinting helps you make sure you are on the right track. There is real power in sharing with trusted contacts the themes, strategies, and tactics of your planned solution. Your prospects will have opinions about these, and they will share those opinions. Supporting and integrating this process of sharing information is called “gaining the client’s fingerprints” on your proposed course of action.

You don’t want to spend the tremendous amount of time, energy, and effort required in ...

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