#176 - Playbook: Top 10 moments that change the way we sell
30 Minutes to President's Club | No-Nonsense Sales
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How to Create a Menu of Pain to Help Your Prospect Solve Problems
The menu of pain is a way to get your prospect talking about the problems that you are equipped to solve. Chris: When somebody talks about an initiative to maybe lower their voice or a change in state in their business, you must uncover what is driving that thing. Nick: What this is really good at is putting the call in the right direction.
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