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Concept Cards

Download Below

Concept Cards for
Buyer Centered Selling

  • The Footprints of Change: Challenge of Buyer-Centered Selling
  • Get Connected: Adapt to the Customer's Buying Process
  • Jewels From the Junkyard: Resuscitating Stalled Opportunities
  • Scared Straight: Selling to the Risk-Averse Buyer

Concept Cards for
The Seller's Challenge

  • Frenemies: Partnering With Procurement
  • Review of Key Concepts
  • Road Blocks, Potholes & Speed Bumps
  • Stakeholder Mapping: "Who Buys?" "Who Cares?" "What Matters?"
  • Better Eat Your Wheaties: Selling Against the Status Quo
  • Surviving & Winning Beauty Contests
  • [email protected]
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  • Phoenix, Arizona

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