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10min chapter
185 (Sell) Ditch Open-Ended Discovery for POV Discovery (Tom Williams @ Clari)
30 Minutes to President's Club | No-Nonsense Sales
The Importance of Developing a Point of View in Sales Meetings
This chapter explores the significance of bringing a point of view to customer meetings as a salesperson, emphasizing how it should focus on the customer's business or job role and highlight how the salesperson's company can provide solutions. It provides advice on how to develop a point of view by consulting senior individuals within the salesperson's own company and concludes with a discussion on effectively presenting and positioning the point of view during sales meetings.
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