6. How To Beat the Goliath in Your Space
Practical Prospecting
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Is It the Only Way to Get a Customer to Talk About Their Pain?
If you know your ICP really well, there's like a 95% chance that they're using one of those competitors. And it's actually getting them to talk, it's all going back togetting them to talk about their pain. So asking a question like that can definitely do that. But the reason why I'm a fan of assuming is because it eliminates that objection and then in the rare transit, they say they're not.
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