64 (Sell): Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
30 Minutes to President's Club | No-Nonsense Sales
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Empowering Customers to Build Internal Business Cases
This chapter discusses the vital role of sales professionals in assisting customers to articulate their internal business cases independently of external ROI evaluations. It stresses the importance of guiding customers in quantifying their challenges and understanding the broader impacts of their decisions to avoid indecision.
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