Posted under Sales
from http://thesalesblog.com 1334 days ago

On the Usefulness of Recurring Themes is a post from: The Sales Blog | S. Anthony Iannarino

The themes that reoccur over and over again provide you with strong evidence.

The reoccurrence of the same problem or challenge is strong evidence that you need to change. The recurring successes provide evidence that you should do more of what is working.

Recurring Problems

If you always have trouble prospecting and opening new relationships, then you have evidence that you need to try something new (or old and uncomfortable).

If you always lose on price, then your results are providing evidence that you aren’t creating enough value to win over your lower-priced competitors. It likely means you need to sharpen the value you create and increase your dream client’s perception.

If you routinely have the same challenge in delivering what your client needs from you, the evidence is providing you with ...

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