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February 22, 2004
Solution selling ~ Gishteq
Basic Principles:
- No pain, no change
- Three levels of buyer need
- Diagnose before you prescribe
- Pain flows throughout an entire organization
- "Solution" = Buying Vision
- People make emotional decisions for logical reasons
- People buy from people
- Power buys from power
- Make yourself equal before you make yourself different
- Don't close before it is closeable
- You can't sell to someone who can't buy
Michael T. Bosworth
Solution Selling,
Creating Buyers in Difficult Selling Markets
(Introduction)
Posted at 11:06 AM
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