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What Problems Do You Fix?

by iamchrisgreen
2 replies
When you meet up with a new client, what real issues do they have that they need fixing?
#fix #problems
  • Profile picture of the author Jason Kanigan
    My qualified prospects are:

    * frustrated that price keeps coming up as the number one objection from prospects

    * concerned about revenues that are up one month and down the next, rather than consistent

    * upset because their salespeople are unwilling or unable to prospect (make cold calls) effectively.
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  • Profile picture of the author John Callaghan
    The problem they focus on is having too many price shoppers. But the real problem is that they have done a bad job of positioning themselves.

    When all things are equal the deciding criteria is always price...when I explain this concept to a prospect the realize that too many price shoppers is a symptom but it's not the root problem.
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    "I am the master of my fate: I am the captain of my soul."
    from Invictus by William Ernest Henley

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