From the course: Sales Pipeline Management
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Solve the need and present
- Every step of the sales process is critical, but it is so important that your pipeline is very healthy when you reach this stage. Whether the number is 10, 15, or 20 accounts you and your team are preparing to present to, that number being maintained is critical. The building of your business starts with getting leads, cultivating prospects, and developing opportunities. Now, you're taking all of that hard work and are focusing on a specific plan to solve the needs of your customer, and then making the presentation. It's never a guarantee but if you do this step well, then the closing stage becomes so much easier. When you've done the prospecting and opportunity development, you've listened, taking good notes, and either communicated directly with other departments in your company, or provided details via your CRN. In an ideal situation, you'll haven an easy and quick answer to what the customer needs. But more often than not, that won't be the case. Customers want products or…
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