Sell Different! by Lee B. Salz

Author:Lee B. Salz
Language: eng
Format: epub
Publisher: Harpercollins Leadership
Published: 2021-07-02T00:00:00+00:00

I’ll bet you could add to that list of Vertical Questions, but the takeaway is the concept of being insatiable in your quest to fully analyze an opportunity. This list of questions provides a comprehensive analysis of “August,” and together the questions answer “the why.”

In this case, capturing the desired installation date is merely a data point. By itself, it does not provide what you need to keep your deal energized and win it at the prices you want. Don’t just write down the date and move on to your next question. You may think the deal is progressing, but it hasn’t moved an inch. More important, you lack the information to keep the deal moving forward, which becomes painfully apparent when expected award dates don’t happen.

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