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In fact, reducing the work it takes for a customer to solve a problem has the greatest impact on customer loyalty.

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In order to determine the size of the sales force needed, the total sales figure forecasted for the company is divided by the sales likely to be generated by each individual.

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Gets the prospect thinking about how solving the problem would change their situation for the better.

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Requires salespeople earn customer trust and that their selling strategy meets customer needs and deliver customer value.

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Often several needs are fulfilled at the same time to build stronger client satisfaction.

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In strategic selling, so many activities are required, so much information has to be obtained, and so many influential people have to be attended to that it is easy to overlook important considerations.

Based on multiple factors, customer satisfaction rates are often a good indicator of overall company performance.

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This selling system excels at building strong client relationships and, when done well, can even lead to sales where the prospect feels like the deal was their idea in the first place.

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Prospects can be qualified by examining their financial ability, business volume, special needs, location, and possibilities for growth.

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Analyzing answers shows you what are common obstacles your customers meet and how you can improve certain areas.

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