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Get Prospects to Help You Sell

Content Provided by Miller Heiman

In today's tough selling environment, it can feel like you're fighting the current by yourself. But securing help from key influences within the company you're selling to can help you advance the sale. Those who have influence in their company's buying process will support your solution when they feel it accomplishes something for them personally. Your challenge is to learn what each buyer within the sale would consider a personal win and convince them how your solution helps them achieve this.

Uncover these personal wins by:

• Asking directly.
• Confirming the information they've already shared or what you've learned about their attitudes and lifestyles.
• Getting coaching from a trusted source who knows the individuals.

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