The Art of Engaging Discovery in Sales Conversations

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Four Actionable Takeaways:

• Focus on prospects that are either accessible AND growable or just growable
• If price is the only objection, you are in a great position to close the deal
• Find 3 major differentiators and lead your prospects to that space
• Establish yourself as a consultant by asking questions that get the prospects thinking

Jeff’s Path to President’s Club:

• Consultant at Parabola Consulting
• Author: When it Goes Sideways, The Five Forgotten Fundamentals of Prospecting, and Rethinking the Way you Sell
• Host of The Why and The Buy Podcast

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