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On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Peak Performance Management, Inc. | Pittsburgh, PA
 

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How do you build a business case as you go through the process of uncovering the clients’ needs and wants? First, you should quantify “pain” and its impact.

Here are a few steps to do just that:
Step One: Find something that is measurable. (This could be the number of new accounts, level of productivity, etc.)
Step Two: Have a conversation to find out their current situation.
Step Three: Figure out where they want to be.

You could help them with that by sharing best practices of others in their industry. Work with them to collaborate on the value of that difference between where they are and where they want to be.

Ask your prospect:
1. What is the value of the difference over time?
2. Is it a lot, or is it a little?
3. Is it enough to care?
4. Is it enough to act and make a change?

Asking these specific questions allows you to quantify the pain and impact, which drives a compelling decision.

For more information and free resources regarding our sales training, check out the resource below.

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