#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
30 Minutes to President's Club | No-Nonsense Sales
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How to Sell to the Wrong Person
If there was one bad habit that every rep had to break out there today, what would that be? Stop selling the product, stop thinking it's about quota. You can spend six months selling to the wrong person. Do not stop prospecting the rest of the account until you're 100% sure you have someone who is going to shop you around. Get involved in your customers' space and become an expert.
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