Understanding your customers' buying criteria is imperative, but that's only half the battle. In this one hour session you'll learn the skills to uncover your customers buying criteria, learn how to uncover how the customer perceives your solution versus that of your competition, and how to close the gaps where your customer perceives that your solution doesn't meet their needs. This valuable session will help you win more sales and walk away from those that result in lost opportunities more quickly.

System Requirements

PC-based attendees: Windows^® 2000, XP Home, XP Pro, 2003 Server, Vista

Macintosh^®-based attendees: Mac OS^® X 10.4 (Tiger^®) or newer