Problemlösungsmethodik, nicht Produktverkaufsmethodik

Customer focus. Each account feels more exciting and stimulating when you focus on their unique problems rather than pitching a product day in day out. Glad I got this training early to make sure I'm focusing on accounts with problems I can solve.

Keenan's forward thinking philosophy and focusing on the problems you can solve. You need to be able to help the prospect and yourself quantify how large of a Gap there is between where they are and where they want to be. That then helps to show them the value of your product/solution and acts as a key differentiation between you and competitors.