Episode 18: Sales myths
Decoding Sales
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The Myths and Stereotypes of Salespeople
The discovery phase is when the salesperson asks you like 30 to 40 questions. This is where a band comes from, right? Band stands for budget, authority, need, and timeline. Salespeople are trained to figure out all those four buckets but each of those buckets can have five to 10 sub questions. One of the most refreshing moments as a prospect: When that happens, you see them relax their shoulder. It's something I train my teams to do.
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