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How to Manage Uncertainty (So It Doesn’t Manage You)

Photo by Sasha Freemind on Unsplash

Understanding Risk

  • Who are all the customer’s buying influencers?
  • What are the outcomes important to the customer and each key buying influencer?
  • What alternative are you really competing against?
  • What is important to you in a deal?
  • What is the actual “budget” and approval process?
  • What do you do when the customer presents conflicting priorities such as “lowest unit cost” but also “no volume commitment”? Or they want the “total solution” but have a “limited budget”?

Multiple Acceptable Options

Timing Is Critical

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