4min chapter

The Sweaty Startup cover image

#82 Oren Klaff - how to Flip the Script and close the deal

The Sweaty Startup

CHAPTER

Dodge Caravan

If you're selling something, start out with the stuff that makes you an expert. Most salespeople will try and teach you all about air conditioning systems which you don't care about. You identify a problem, suggest a fix, even if it's close. That provides people a level of certainty that you know what you're doing. So this is some of the things you can do on the path to selling rather than just giving out features and benefits. And as you read the methodologys there, as if you can say something about twice the speaking rate in technical terms, that you could not possibly be making it up.

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