- Understanding: You can make sure you don’t miss details that are important in understanding your buyer’s context.
- Effective communication: You can have a structure for communicating your prospect’s story back to them, helping them know that you heard them.
- Advising: You can position your products and services as a solution to your buyer’s challenges.
- Identifying: You can have a clear way to measure whether a potential lead is a good fit for your offering.
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