#140 - Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
30 Minutes to President's Club | No-Nonsense Sales
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Help Me Understand Your Biggest Hiring Challenges
A lot of buyers will answer with solutions. You need to be sold on the idea that money follows pain, not benefits. Most sellers who think if I just show them this cool whiz being feature, it's going to like turn on the light bulb and they're going to close the deal. They're going to get excited about your product when you do that, but they'll go dark on you a week later. The second thing is you got to get good at identifying the language that is either pain language or solution language.
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