I was with one of my major customers last week starting another programme with a new team to our company when as part of the introductions the sales manager of the team read out 7 emails the company had received, unsolicited, from different customers.

They Were Compelled to Write
It seems these customers felt compelled to write in to express their delight and thanks for the way the company had handled the sales process. Apparently each sales rep had managed to involve their prospect like no other competitor. The customer found the process so rewarding that they just had to write in and say what a pleasure it had been, what a difference it had made to understanding their needs and to say the process was a great differentiator… in what is a very competitive market.

The sales manager told his team that each and every sales rep mentioned had been through our training and had taken to heart the process of involving the customer… each had taken them through the Business Imperative… and each were rewarded with the order.

The Difference that makes the Difference
I don’t think it can get better than that… when your customer’s customers praise the result of your work… everyone feels good! I have said it before… the Business Imperative can be the difference that makes the difference… and you can download a free copy from here… but only for a limited time.

I have had up our site for the last year three eBooks for free download. Qualification Analysis, Business Imperative Analysis and the Buying Process. Interestingly the Qualification has had twice as many downloads as the Business Imperative, yet the Business Imperative has been the greatest differentiator in the way people sell. This example is the typical response… other customers of ours have had similar experiences. Some of our customers’ customers have been to our site and downloaded the Business Imperative because they want to use the process for their own internal projects.

Limited Availability
If you wanted to have a free copy of the tool then please feel free to download it. As mentioned we have had the three tools up for free for the last 12 months but we will be stopping this free access soon. We will be updating the tools and posting new ones, but we will be making a small charge for each download… it seems our kids want presents for birthdays and Christmas!

However, if you have already registered or register now… “Get an email when the next eBook is available”… then you will continue to receive our eBooks for free as they are released. This registration will be taken down when we revamp this part of the site… so register now… otherwise feel free to contribute to the kids’ present fund!

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