#7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
30 Minutes to President's Club | No-Nonsense Sales
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How to Outbounded a Deal
When you're doing outbound, you have to try to find a business problem as quickly as possible. If it's a true outbound, and I start with, well, really quickly, Armand, would you mind walking me through what prompts you to take this car? You can get into that stuff inbound deals. Those are process questions. When you start asking how do you do this and how do we do that? Do you spreadsheets, blah, blah,blah, et cetera? And then from that, I can tell you if we can fit it,. Not only can I tell you if they can fit, I will show you specifically how we can help
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