How to Build and Use Case Studies for Success   What IS a well told Case Study, and why are they important to your success?   In it’s essence a Case Study is simply a relatable story.  In your case it is a simple story or stories about an existing client that was in need of change, maybe they were having issues with their former provider, maybe they wanted a fresh opinion, maybe they weren’t getting the attention they deserved – but in all cases, you were able to show them a solution that helped their organization create better outcomes, reduce r... More
 
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One of the most important keys to sales and persuasion is the understanding that when you find someone’s Gap (ie: the difference between where they are now vs. where they want to be, or could be) you then have the power to help them make a change. So many salespeople want to immediately start talking about themselves, their product, or their service – and they do it with great enthusiasm. The main problem is that they are enthusiastically persuading in the wrong way  - they miss this key understanding: People will only take action on something that is perceived to either: a) s... More
 
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