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The New Solution Selling, 2nd Edition by Keith M. Eades

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CHAPTER FOURPrecall Planning and Research

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Here’s an exercise. Think of a selling opportunity on which you’re currently working. Next, take a piece of paper and draw a straight horizontal line; then write “beginning” at the left edge of the line and “end” at the right edge. Now mark an X where you believe you are in your opportunity. Then mark where you think your manager would say you are. Do the same for your technical expert or sales support person, if you have one. If a business partner is involved, mark that too. Finally, and most important, mark a big C where you think your customer thinks he or she is.

The point is that often we’re not all ...

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