• 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)

Download Diagnostic Selling: The 12 Types of Problems

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