In this episode, Bill and Bryan dive into the critical skill of sales diagnostics. Drawing insights from Bill's recent health experience, they explore how thorough "lab work" in sales can uncover compelling reasons for prospects to change.
The guys discuss the importance of intention, assertiveness, and detachment in the sales process, emphasizing the need for salespeople to become skilled diagnosticians rather than order-takers.
They also offer practical tips on improving your diagnostic game, including how to use data effectively and when to walk away from opportunities.
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