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Solae's approach in 'The Challenger Sale' is a strategic method that involves documenting customer buy-in using a template. This template records the specific outcomes the solution offers to each stakeholder, their objections, and measures to handle them. This information is gathered through conversations and mapped with a tool. Most representatives get stakeholders to sign off on the template, which is then presented to a decision-maker as proof of consensus across the organization. This approach treats every stakeholder as the customer, ensuring their needs and objections are addressed. The broader implications of this approach could be increased customer satisfaction, improved stakeholder engagement, and potentially higher sales.
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During the sale Solae uses a template to document customer buy-in. This documents the specific outcome the solution offers to each stakeholder, their objections and measures to handle the same. This information is determined through conversations and mapped with the tool. Most reps get stakeholders to sign off on the template. Finally, during the discussion with a decision-maker, the document is presented as proof of consensus across the entire organization. Solae's approach treats every stakeholder as the customer.
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How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalt...
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