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Editor's Notes
Introduction/Setup:There are six steps to the Power Base ® Selling MethodologyKey Messages:These first two steps are devoted to ensuring the appropriate set up is completed, specifically, understanding the account landscape which is the environment in which opportunities exist. Second, is to have a clear and concise Sales Objective – what you are selling, for what price, and by when? After the setup has been established we will apply the opportunity methodology, which includes four steps: Opportunity Score, Value Relevance, Political Alignment, Competitive Strategy.Transition:Let’s not review the key learning objectives associated with this step of the process.
