Trusted Advisor Skills that have Optimum Business Impact |
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Customer discovery - Add "questioning skills" to the consultant's "industry knowledge" and "business acumen" and you have a recipe for genuine cusotmer discovery. At the intersection of these three professional qualities lies what we call the "Customer Discovery Zone". It is the zone in which all of the salesperson's knowledge and business acumen are honed by their questioning skills into a powerful tool. This tool is then used to pry the lid off an unrecognised problem. Extract from: 'Escaping the Price-Driven Sale by Tom Snyder and Kevin Kearns. Sales Strategy: Escaping the Price-Driven Sale
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