Keys to Previous SuccessesFailures (Influencer)


Keys to Previous Successes/Failures (Influencer)

Customers and you review the reasons why they pursued or abandoned projects with similar goals in the past. This analysis provides both of you with reality checks on whether their goals are achievable and the extent of their interest levels. You should not focus on why they did or did not buy a product or you will end up in the "What did they do for you?'' trap. If they deem goals worthwhile, they want to make sure they repeat their formulas for successes while avoiding the mistakes of the past.

This filter also tells you which role you are working with. Gatekeepers usually do not know why previous attempts to achieve specific goals failed; advocates and FDMs do. Information on failed attempts also furnishes you with the type of cost justifications and measurable benefits customers need to say yes.




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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