Revised: 04/17/2017
Confronting a persistent slow down in sales, companies and individuals begin to think of internal changes – re-purposing their assets, intellectual and physical to better align themselves with external forces such as changes in technology and market structure that may be hindering their sales. At times this can be a positive approach, however, this focus on internal change may miss significant opportunities in external changes: re-framing customer and prospect problems and solutions.
Re-framing can be applied as a sales tactic to break through with a customer to a new engagement. And, re-framing is an ongoing process of making sure that your prospects and customers actually know what you do. Continue reading →