Chapter 11
Sell Your Solution
The Sales Expansion Loop: Business Capital
Having completed the previous steps in the Sales Expansion Loop, you now hold an abundance of insight into the people, issues, and competitors that make up the topography of your sale. You know most people’s opinions, biases, and allegiances, and they should regard you as a credible player they could see themselves being in business with.
Perhaps most important, if you’ve completed the previous stages correctly, the customer and you will be in sync; you won’t be trying to close the deal before they’re ready and able to commit. This means your forecast will be more bankable ...
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