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Concept Cards

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Buyer Centered Selling book

Concept Cards for
Buyer Centered Selling

  • 1. The Footprints of Change: Challenge of Buyer-Centered Selling
  • 2. Get Connected: Adapt to the Customer's Buying Process
  • 3. Jewels From the Junkyard: Resuscitating Stalled Opportunities
  • 4. Scared Straight: Selling to the Risk-Averse Buyer
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Concept Cards for
The Seller's Challenge

  • 1. Frenemies: Partnering With Procurement
  • 2. Review of Key Concepts
  • 3. Road Blocks, Potholes & Speed Bumps
  • 4. Stakeholder Mapping: "Who Buys?" "Who Cares?" "What Matters?"
  • 5. Better Eat Your Wheaties: Selling Against the Status Quo
  • 6. Surviving & Winning Beauty Contests
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The Seller’s Challenge book

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Concept Cards for Buyer Centered Selling Downloads

Concept Cards for The Seller's Challenge Downloads