994: Tying Together Prospecting, Follow-up and Discovery - Jeff Bajorek
Daily Sales Tips
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Prospecting, Discovery, and Follow-Up - Are You Trying to Learn Something?
Jeff Pejoric: Prospecting, discovery, and follow-up are all closely related in the sales process. He says questions tend to start conversations while statements tend to end them. If you do this work ahead of time, you create an environment where your prospect knows you're trying to learn something about them. That's important for developing that relationship.
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