How challenging your customers adds value

06/21/2013 | A Sales Guy blog

You can take several opportunities to provide value for your customers by challenging their key assumptions, writes Jim Keenan. In particular, you can challenge their understanding of the problem, the sales process or their preferred solution, Keenan writes. "Solutions can be complex," he writes. "They are often rarely thought out to the very end and in almost every case there is downside."

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