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Home > Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting > 3 Ways to Beef Up Sales...Immediately
Podcast: Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting
Episode:

3 Ways to Beef Up Sales...Immediately
Category: Motivation
Duration: 00:08:03
Publish Date: 2014-03-24 15:18:37
Description:

Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.

 

Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.
Total Play: 0

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