Description

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Summary

The current situation is crucial to understand when meeting prospects or existing customers. Three important factors to consider are the competition, relationships, and the catalyst.

Identifying the biggest nemesis among competitors is key. Building relationships with prospects and other stakeholders is essential. Understanding the catalyst that brought the prospect to the table helps determine if there is a problem to solve.

A compelling event with a negative financial impact is ideal. Digging deeper to find correlations and justifications can overcome the fear of making the wrong decision. Considering the current situation through these lenses improves sales success.

Takeaways

• Understand the competition and identify the biggest nemesis.
• Build relationships with prospects and other stakeholders.
• Determine the catalyst that brought the prospect to the table.
• Look for a compelling event with a negative financial impact.
• Dig deeper to find correlations and justifications.
• Consider the current situation through the lenses of competition, relationships, and the catalyst.

Sound Bites

"Understanding the competition."

"Building relationships with prospects."

"Identifying the catalyst."