Understanding Customer Pain

August 31, 2010

When a customer, existing or potential, has a business challenge, you have an opportunity to demonstrate your expert problem solving skills by offering remedies aligned with their business goals and what they deeply want to achieve. To be effective at solving customer challenges, you must first understand the challenge and then determine if the severity of the challenge matches with the customer’s level of readiness to resolve it. Not determining a customer’s readiness to resolve a challenge is a costly […]

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