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Do your prospects understand your sales process? It’s doubtful anyone has ever taken the time to explain the method for understanding their needs, developing a solution, building consensus and executing a sale. And because they’ve never seen the process laid out, they’ve never thought about all the steps necessary for getting the outcomes they need.

Most of the time, when we open a sales call, we set an agenda for that call. But that agenda only gets us to the end of that first conversation. It doesn’t paint a picture of where you might go in the future or how you might get there.

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