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
The Conversation Around Metrics and the Impact
Timothy Stanley: I want to focus on a very specific element of the conversation, which is the metrics and the impact because this is an area that I struggle. He says if you ask self diagnosis question, meaning you're begging for them to tell you what they think will happen, it's manipulative. Stanley: Every time that you give the seller more information about your size of the problem or what you think the pain is, you're giving over power.
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