A Conversation with Mike Bosworth
Sales Strategy & Enablement by Revenue.io
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Selling Prematurely - The Biggest Obstacle
We're trying to sell prematurely. That's the biggest problem i i see in sellers. We make these assumptions about our buyers. And so we jump into a selling mode before we understand what problem, before we relly help the buyer understand the problemthey're tring to solve. Premature elaboration is major hurdle. Bcause if you get into that mode, then what the buyer senses, back to the point we startd with, the buyer starts resisting. If you're pitching me before you understand what my problem is, whe i'm going to resist that. It feels great to the salesman, but it doesn't always meet the needs of the buyer, yes? Andjust it
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