Mapping Positioning to a Story Using Insight
Positioning with April Dunford
Effective Sales Pitch Strategy
It is essential to probe for constraints and concerns, rather than asking a customer to recite all their problems. Starting a sales pitch by asking about the customer's requirements can be ineffective, as it may lead to focusing on problems that the product cannot solve and narrowing the scope of the conversation. Additionally, re-eliciting the customer's problems in the first meeting may be redundant if initial qualification has already identified their needs.
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