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Ensure decision process clarity from "summary" of SPIN® -Selling by Neil Rackham
To ensure decision process clarity, it is critical to help the customer understand the steps involved in making a decision. This means breaking down the decision-making process into manageable parts and guiding the customer through each step. By providing clarity on what needs to happen next, you can help the customer feel more confident and informed as they move towards a decision. One way to achieve decision process clarity is by outlining the criteria that must be considered in the decision-making process. By clearly defining the key factors that need to be weighed, you can help the customer focus on what truly matters. This can prevent them from getting bogged down in irrelevant details and ensure that they are making a decision based on the most important factors. Another important aspect of ensuring decision process cla...
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