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Paul Kiewiet, MAS, industry speaker, coach and executive director for the Michigan Promotional Professionals Association (MiPPA), has made focusing on customers' pain points a core component of his sales approach. "I'm selling solutions to a problem, so I focus on the client's pain points, how long they've had the problem and how they're going to feel when they move forward to solve the problem using the solution I'm proposing," he explained. "I'll back up my proposed solution with successful case histories and focus on why it's good for them to act now. After all, if they had a headache and they could take the aspirin now or wait a few more days, which would they prefer to do?
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- People:
- Paul Kiewiet
- Rick Greene
- Places:
- Michigan
- Sterling, Ill.
Michael Cornnell
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