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Tip #8 – Assume the Responsibility

As you improve your sales skills, your relationship with the customer will continue to grow, becoming both rewarding and productive.  Why?  Because you are utilizing the Exploratory and Presentation Processes in a balanced manner.

JADIK Matrix:  Expand the Common Ground with Sensitivity and Balance

You need to increase Common Ground in order to secure Preferred Position and ensure long-term business with the customer. This will help you realize the total potential of the relationship. To do so, use the JADIK Matrix.  Remember, you have the GAP to reduce the Blind Spot, and the Diamond to minimize the Unrevealed and increase Common Ground.

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