![]() ![]() ![]() The number of questions you ask early in the sale cycle increases your chanceĬlarification until you get concrete specifics)ĭiscovery. The sale is won at the beginning, not the end.To a problem they haven’t been able to solve.” It should never be, “More Into the market,” or “tips that will make their jobs easier,” or “the solution Yourself, “What am I giving?” The answer should be “industry information,” or “insight Every time youĮngage with a customer, or send an email, or create something, you have to ask Triggering change-resistant, emotionally fraught thoughts and feelings in your Every time you talk about yourself, you risk.Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan Key Takeaways &
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