KEY INSIGHTS

• The 12 types of problems, that you'll see in sales.
• The outcome that the prospect is seeking. (for each of the 12 problems)
• Real life examples (for Flip the Script), of each of the 12 problems.
• An outline of the 7 diagnostic-selling criteria, for each of the 12 problems, including a:
  
  • Definition of the problem
  • Definition of the root cause
  • Definition of the current impact
  • Definition of the future impact
  • Definition of the current event triggers
  • Definition of the future event triggers
  • Definition of the solution
• A color-coordinated diagram, representing the likelihood that the 7 diagnostic-selling elements exist. (for each type of problem)