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Pain Identification
Overview
The 2 most basic questions sellers need to understand from their prospects are: Why Anything? and Why Now?
In this session, you will learn:
- How to increase your prospect's awareness of the pain/problem.
- How to translate identified pain into favorable decision criteria
- How to defeat "do nothing."
This is session 1 of the MEDDIC for Sellers Course.
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Homework, Assignments, or Expectations
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Outline
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