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(EN) Selling Solutions fundamentals

Solution Selling introduction

Welcome (0:45)

Important sell situations

Important sell situations to master (1:17)
Situation 1 - Get the customer to admit pain
Situation 2 - Find people with power
Situation 3 - Take control over your pipeline

6 principles

Pain (0:27)
Solution (0:31)
Value (0:30)
Power (0:22)
Sales process (0:33)
Competition (0:33)

Customer buying process, Sales pitch, Asking the right questions

Customer buying process (0:40)
Sales pitch (2:58)
Asking the right questions (1:18)

Sales compass

Sales compass (0:55)

A final quiz

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