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The Equation That Matters
Posted By The Grok On July 1, 2006 @ 3:17 am In Articles,Buying Process,Customer Focus,GrokDotCom Newsletter,Planning Methodology,Planning Tools,Relevance,Selling Process,Volume 134 | No Comments
Understanding the complexity of your sales topology allows you to create a more effective persuasive system
I sing this song a lot: “You sell, I buy, tra la tra la.” But that’s what it all comes down to. Whatever you’re doing, you’d like me to take advantage of it. You’re selling. I’m buying.You’ve got a process in place to manage the transaction from your point of view. Meanwhile, I have my own agenda, and you want to find a way to convince me you deserve line item space on that agenda!
That’s where an understanding of sales topology really pays off!
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