O O O O O O O O O O by batmanishere

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O   Do 20% of your salespeople generate 50% of your sales?
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O   Can your salespeople get initial appointments and are they
    comfortable talking with top executives?
O   Can your salespeople enunciate your unique value proposition?
O   Do you know who your competition is and the incumbent’s
    relationship? Is the client using you for your ideas or pricing?
O   Do customers tell you “great presentation,” ask for a “soft copy,”
    and you still lose the deal?
O   When you detect a problem, how do you respond? Do you deal           O   ?                                      @,       ,               A   O

    with the “brutal facts?”
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O   What do you do when your competitor is trying to "buy the
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    business,” or do an “end-of-quarter deal?”
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    What' the best way to "deliver" your proposal? What do you do            <C
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    when a customer asks you to “just send a price quote?”
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O   Do your clients say your solution “costs” too much?                                                 -                                                                        >
O   Do your salespeople know when and how to discuss price?              O                                                                                       '                       -
O   Can your salespeople develop a credible ROI analysis?                                                                                    1   O
O   Are salespeople fearful of presentations and try to avoid them?                                 !                        -
O   At the end of the sales cycle, does someone who you never met        O                                                                   !                           -
    show up and ask why they should "spend all this money?"                  (                                                                   O

O   Have you lost a key customer to the competition?                                                                                                     !
O   Have you lost opportunities because someone else had a                                -                                                                                  (
    "better" solution?                                                   O   &
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