The Winning Edge is Often Subjective

Success depends, not just on checking off the technical aspects, but understanding the subjective and emotional criteria.

In many competitive scenarios, all of the vendors can check all of the technical boxes.

The winning edge is a deeper understanding of the subjective and emotional criteria.

Seek to understand the functional requirements.

But don’t stop where most salespeople stop. Understand the personal, subjective elements of value.

Ask all ten questions in the Need Diagnostic, to get to levels of understanding deeper than your competition.