You know you have to understand your client's needs in order to give them the best solution to their problem. But are you digging deep enough to uncover the real issues? When you do that, you can present your solution in the context of what you discover, create urgency, and increase the likelihood of their buying from you. Listen as John Doerr, co-president of RAIN Group, explains how to use needs discovery techniques to get to the root of your client's problems.

Direct download: Doerr_Client_Needs.mp3
Category:podcasts -- posted at: 7:00am EST



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