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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
Quiz
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Situation 2 - Find people with power
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