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Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Rick Cheatham, Lou Schachter

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CHAPTER 12

Great Selling: Core Selling Behaviors

Here’s an insight: accelerator selling is not all about insights. There is a role for insights in accelerator selling. The customer wants salespeople to offer a compelling vision of the future and a point of view on how the customer’s company needs to prepare for that future. And the customer wants that vision anchored in a deep understanding of the trends that are shaping the market, the major industry challenges, the performance of the top competitors, the position each player takes for itself, and the ways new entrants are reshaping the competitive game. The salespeople must be able to explain how their offering best prepares the customer for that future.

Customers in our research base say they ...

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