Diagnose - CallSource

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1The CallSource The CallSource Prime Solution:Prime Solution:DiagnoseDiagnosePart 1Part 1Cast of CharactersCast of Characters Expected credibility Same old . . . Exceptional credibility Uncover the reality of the customer s problem Customer fully and accurately perceives all the ramifications of the problemDiagnoseDiagnose Scoping uncover info & data Analyzing calculation of costs Reporting interpretation of findingsDiagnoseDiagnoseHyper qualificationHyper qualificationis a continuation of Discovery Explore Measure Evaluate CommunicateDiagnoseDiagnose Symptom identification Fact finding Estimation Prioritization Decision to change!2Self Self --DiagnosisDiagnosis Misdiagnose before & after Missed opportunity For us For customer Total cost not establishedPeeling the Onion . . .Peeling the Onion . . . Pass through the layers of protection Establish the existence and extent of the Questions ExpandersAssumptiveAssumptivePhrased in a way that assumes the customer is capable and knowledgeable.

Diagnose Hyper qualification is a continuation of Discovery •Explore ... • Read Chapter 5 (pages 101-123) of Mastering the Complex Sale. • Our focus will be on the cost of the problem. • Craft a few questions using the conversation expanders. Title: AutoDiagnosePt1.ppt

  Seal, Mastering, Complex, Diagnoses, Mastering the complex sale