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Sellers must rediscover what solution benefits will matter to a changed customer. Doing so means learning to see the world through the buyer’s eyes.

In Richardson Sales Performance’s brief, How to Rediscover Solution Differentiators in a Changed World, we look at the three ways sales professionals can isolate the solution differentiators that truly matter to the customer.

We show how to:


  • Adopt better listening skills to capture the customer’s current needs
  • Learn the customer’s new ecosystem to better position the solution’s value
  • Relearn the customer’s primary challenges and list of key players

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