BENEFITS DIFFERENTIATION

2019 April-June

Steps of the Process
Not being overwhelmed, it is really common sense and simple when you think about it
When you are being pressured to pitch What do you do
Outcomes, problems, performance
Jason Forks Blueprint
Older Blueprint Follow Up
The key is opportunities
Questions after Initial Meeting
Several Qs I would ask a producer for when he/she returns from Initial Mtg (and I would ask a buyer)
Why Toolboxes?
Allows us not to solve too early
Analyzing A Scorecard or Multiple
Don't pre-judge answers
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