You are in the business of gap analysis!
One of your major goals is to constantly find problems for which your product or service is the ideal solution.

Think of your product or service as a key. You make calls looking for locks that your key will open. In the prospecting phase, you insert the key and find that it fits. In the presenting phase, you twist the key and open the lock. In the closing phase, you turn the handle and push the door open.
Putting these Ideas into Action

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