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STEPS 5 & 6 SPOTTING NEEDS AND THE ‘AHAA’ MOMENTS

In a conversation when you hear something useful to you, to them or both think AHAA and decide to follow up.

Examples of AHAA moments can be

  • We have a problem with……
  • That’s interesting, we didn’t know that
  • The people we are working with at the moment aren’t giving us good service
  • We might be interested in talking to you further about working with us
  • We aren’t getting good returns
  • We’re looking to expand