Exploring the Three Layers of Pain in Sales Conversations

Four Actionable Takeaways: 

* Use an UFC at the beginning of your meeting to anchor customers to next steps at the end.

* Use an UFC at the end of your meeting to anchor to outcomes of the following meeting.

* Demonstrate active listening and credibility by pausing to dig in deeper when uncovering a truth.

* When surprised by a hard stop...establish an even shorter stop to figure out if the time is even needed.

Path to President’s Club:

* President/Owner @ Sandler Training SF

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