sau khi họ đã gặp với một số đối thủ cạnh tranh của bạn dường như tập trung nhiều hơn vào thực hiện một bán hơn giúp khách hàng đạt được mục tiêu của họ. Chú ý rằng trong cột có nhãn 'nhân viên Khách hàng của quá trình được hiển thị trong hình , chúng tôi chỉ định những người cần được tham gia vào các hoạt động khác nhau và | This document was created by an unregistered ChmMagic please go to http to register it. Thanks. Customer goals diagnostic approach and 20-24 disparity and 27-28 31 152 160 partnerships and 7-9 research on 9-15 understanding 3-5 15-20 82-84 Customer needs. See also Disparity fulfilling 25-27 vs. results 27-31 Customer relationships earning trust 106-8 four customer concerns 108-14 listening skills for 114-21 relationship selling 105-6 trust cycle in 121-27 Customer Results Model description of 27-31 43 reverse-engineering and 173-75 178-82 Customer strategies 84-88 Customer s business Annual Report 10-12 82 84 imagining yourself in 5-7 news articles 10 13-14 press releases 10 13 resources on 9-10 14-15 SEC Form 10-K 10 12-13 82 84 Í PREVIOUS I NEXT This document was created by an unregistered ChmMagic please go to http to register it. Thanks. PREVIOUS NEXT Team LiB Index D Days Sales Outstanding DSO 80 Decision makers eight techniques for reaching 215-28 gatekeepers to 113 212-13 meeting up front with 183-84 proactive strategy for reaching 209-10 reactive strategy toward 210-12 requesting access to 195-97 220 right mind-set and 213-15 selling higher to 203-9 talking to wrong person 199-200 Denominations of Value defined 46 48-50 63 Economic Value and Risk 49 50-51 66 Emotional Value and Risk 49 56-57 Guidance or Advice Value and Risk 49 52-53 Image Value and Risk 49 53-54 Quality Value and Risk 49 52 Relational Value and Risk 49 54-55 67 Simplicity Value and Risk 49 55-56 66 Time Value and Risk 49 51 67 Desired future state customer s 27 31 152 Diagnostic approach 20-24 Disparity goal or problem circumstances surrounding 152-53 defined 27-28 31 152 160 identifying 204-5 226-27 Team LiB PREVIOUS NEXT This document was created by an unregistered ChmMagic please go to http to register it. Thanks. PREVIOUS NEXT k Team LiB Index E Economic Value and Risk 49 50-51 66 Elevating buying process accelerated buying and 235-36
