The importance of advising on risks and avoiding early concessions in sales

FOUR ACTIONABLE TAKEAWAYS

• Use a "what I heard" slide to show you listened and as a reason to ask further questions.
• Ask your prospect to rate how they feel about your solution on a scale of 1-10.
• If you're a 10, are they ready to buy OR can you make the case to move forward?
• Every day, take a look at your opportunities and consider what you could do today to better your chances with this deal.

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