231 (Sell) Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)
30 Minutes to President's Club | No-Nonsense Sales
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Quantifying Impact in Sales
The chapter delves into the process of translating high-level pain points into measurable impacts for sales, stressing the significance of understanding customers' past achievements to effectively quantify impact and elicit specific details from potential clients. It promotes a strategic and transparent approach over generic sales tactics, aiming to develop a detailed business case collaboratively with prospects.
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