Trust, Trade Offs, and Your Win Rate
The Win Rate Podcast with Andy Paul
00:00
Rethinking Sales Discovery
This chapter examines the parallels between fiduciary duties in accounting and the sales process, advocating for a more consultative approach to discovery. It emphasizes the significance of understanding customer needs through quality questions rather than traditional interrogation tactics. The discussion focuses on cultivating genuine relationships and emotional intelligence in sales, positioning sales professionals as problem solvers instead of mere sellers.
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