In Ep. 76,

Sales Tip: Digging Deeper With Our Questions

One of the most important concepts in the IMPAX Process is the Business Fit, which we define as, "How two companies, working together, can drive critical business outcomes in the form of the attainment of objectives, the implementation of strategies and the resolution of issues".

In order to determine the potential business fit, we have to have an understanding of the prospect's business direction and their POSI (Profile/Objectives/Strategies/Issues). Once we understand this, we can dig in to figure out how to help them to drive these key outcomes.

If we understand the customer's POSI at a general level, we will create general business fit statements; but when we dig deeper with our questioning, we can actually start to translate the business fit into financial terms. When this happens, the business fit becomes much more compelling.

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