Episode 233: Oscar Torres, Global Sr. Director of Channel and Sales Transformation at Dassault Systems - Predictable Trust, Predictable Success.
Sales Leadership Podcast
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How to Create Credibility With Product Knowledge
Oscar: Most people try to achieve credibility through product knowledge. But I'd say it's even one step farther. Because everybody's got lots of problems. How do you prioritize them? It's like this priority of problems. And instead being reactive to the problems that they already know, you open the box in a different angle through a different question. People will learn to shut up their mouths if you coach them on a daily basis on the field. You cannot enable somebody that doesn't have the right management for sales.
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