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Playbook: Top 10 moments that change the way we sell
30 Minutes to President's Club | No-Nonsense Sales
How to Turn a Wanted Action Into a Need
One of the most dangerous places you can be in a deal cycle is taking someone's word that they want something. Arman, I spent a lot of time poking fun at you, but I have to give you some credit because you were on episode 113 and you've also helped me a lot with this one. The five minute drill is a way to uncover with the prospect, do you want to buy this thing? Talk to me about timing and talking about the direction that they're going to buy the time. It allows me to understand how quick do we need to move and what process should we be following.
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