#17 - The PLA cold call opener, 5/20/5 discovery call, and 10/30/10 Linkedin Video (Morgan Ingram, JB Sales Training)
30 Minutes to President's Club | No-Nonsense Sales
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How to Increase No Show Rates by 10%
One of the things that drives me up the wall about some discovery calls is they're 30 minute interrogations. So everybody needs to write this down for listening. You need to start having conversations instead of presentations. The other tactical tip here, this is key. Every rep should be asking this. What is your decision criteria when you're buying a solution?
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