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

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CHAPTER EIGHTCreating Visions Biased to Your Solution

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This is a how-to chapter. It’s about using the Solution Selling 9 Block Vision Processing Model. We’re going to take a prospect from an admitted pain to a vision of a solution. At the conclusion of this hypothetical conversation, the salesperson and the prospect will have a shared buying vision.

The conversation you are about to read is entirely fictional. But it demonstrates the process for diagnosing the reasons for the prospect’s problems, exploring their impact throughout the organization, and visualizing the capabilities ultimately leading to a customer buying vision.

Note: Your buyer ...

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