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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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6.5. Adjust (to signal direction)

This is the most counter-intuitive step in the SHAPE process – but potentially very helpful to the seller and the buyer.

Now, although Hunt questions solicit a negative response about the current situation, the buyer has not yet said that they want to resolve the issues under discussion, regardless of how big they appear. The seller cannot be sure yet that they are dealing with the buyer’s biggest challenge.

Once you have found an issue which is clearly of concern to the buyer, it could be very tempting to keep digging, and then push the buyer to solve it. There are two possible risks at this stage.

  1. It may well ...

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