“The sequencing of questions must be custom designed for your solutions and it must be navigated in different ways according to the physical reality of each individual customer. All sequenced diagnostic maps™ are based on a generic format that I call the Bridge to Change (see Figure 3.2). FIGURE 3.2 Building the Bridge to Change The Bridge to Change is patterned after the tools and methods that physicians use to diagnose complex medical conditions and prescribe appropriate solutions.”
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Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
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