I created the 'lollipops' above to try and summarise and reinforce a point on a recent training course I gave for a European blue chip company (a course on growing its services business). Lollipops are a great way to show data in an informative and visually appealing way.
The point in question was how intimately you have to know the whole customer environment in order to sell them a service. The rich discussion with course participants was that the steps in selling should be the same. But the extent to which you have to master the elements above (you can probably add others yourself) is far higher when a customer trusts you enough to buy a service from you.
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