More Solution Sales Experience

Some cheeky little spam sneaked its way through my mail filter to greet me with this delightful opening line:

Something I have kept close to me through 20 years in solutions selling is the rule “if there’s no need, there’s no lead.”

If a prospective customer cannot, or will not, share with you a problem they have, selling them a solution is impossible.

All it needed to say next was how you prise free the cards that are glued to their chest…

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