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7min chapter
133 (Sell): Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
30 Minutes to President's Club | No-Nonsense Sales
Identifying Problems That They Didn't Know About
Beck: From an outbound perspective, I think that the main reason of why outbound is broken at large is people are pain-based outbounding. So it's identifying for them a problem that they didn't know they have and then just present them to them in a cold email. And so we got to move ourselves to the final question which is this, we've talked about a lot of really good sales people should be doing more than what they're doing now. Beck: What do you want us to talk about next? We'll start by talking about discovery call flow where you get their diagnosis before trying to understand if it's correct.
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