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34. Issues: Known business concerns that do not cause “pain” - PDF ONLY
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35. Problems: Known business concerns that cause acceptable “pain” PDF ONLY
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36. Needs: Known business concerns that cause unacceptable “pain” - PDF ONLY
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37. Products: Those tangible items you sell to solve the clients’ “IPN” - PDF ONLY
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38. Answers: The information that you know will “respond” to the clients’ “IPN” - PDF ONLY
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39. Services: Those services you offer to solve the clients’ “IPN” - PDF ONLY
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