Answering ‘Why Change Now’ for Your Clients

To understand how sales has changed, you must recognize the limitation of the “legacy solution” approach we’ve practiced for close to forty years. This approach believes that asking a client about their problem is the key to success, as it allows the salesperson to share exactly how their solution will solve their problem. But what do you do when your client doesn’t believe they have a problem and is comfortable sticking with the status quo?

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