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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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6.4. Hunt (for challenges)

Before we get into the detail of Hunt questions we should remind ourselves that we are looking to help the buyer identify and resolve any challenges that are of significant concern to them. Not those challenges that are of significant concern to you.

You might think that the buyer knows what their challenges are. That is not necessarily the case. Buyers sometimes know that they have a problem, but are so preoccupied dealing with the latest deadline that they never get around to thinking seriously about long-standing issues and problems.

The framing of issues and the ability to put issues into context is something that ...

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