Stage 1 of the Enterprise Sale: Recognition of Needs
“Recognition of needs, the first stage, is exactly that—analyzing the prospective customer’s need. Your job as a seller is to identify and qualify the problem the customer has to solve—Does the customer have the core problem that your product and company solves? and Is he or she aware that the company has this problem?
This stage is all about uncovering and discovering for your target customer the what question in the Q Framework, ‘What problem are you solving?’”
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