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Reframe: The Question That Changed the Room
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Reframe: The Question That Changed the Room
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Vikram has an insight from the Zenith Logistics meeting that he cannot let go of.
It bounces around on his commute. It interrupts Meera's television serial. It even shows up in a dream involving a bonsai tree and a large group of truck drivers.
Because what Zenith came asking for, a CRM to track driver data, is not actually the problem. The real problem is bigger. And the solution, if Vikram can articulate it, could change everything about how this deal unfolds.
In this episode, Vikram and Priya stand in front of a whiteboard and do something most sales teams never do between a discovery meeting and a proposal. They Reframe.
The R in IRVAAS. The step that turns a vendor into someone worth listening to.
The Accidental Sales Strategist is a podcast based on the Amazon number one bestselling book by Prashant Uttekar. Every episode is a story and the framework hiding inside it.