![]() It’s a 4-box grid and on the vertical axis of the matrix you’ll find market growth rate, which explains the growth of the current market within the industry. It was developed by the Boston Consulting Group in the 1970s and continues to be one of the most popular tools for portfolio analysis. It must be stated that asking first hand questions is always better, however there is a tool I would recommend to use in these situations. Is there a way of finding out what their priorities are?” Now, some people asked me: “What if you’ve never met the buyers before or somehow you cannot connect with them before the first meeting. ![]() ![]() “What can I do to support you in achieving these objectives?” which helps to create a climate of trust and understanding.“What are the objectives for your business this year?“ encouraging the buyer to think bigger than their own area of responsibility.In daily sales tip 303, I talked about 2 questions to raise when you’re talking to a buyer to understand their perspective and their business priorities. ![]()
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