#181 - Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)
30 Minutes to President's Club | No-Nonsense Sales
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How to Offer Value to Your Prospects
The offer of value doesn't have to be isolated to a cold call. What we advocate for is anytime that you're asking another human being, aka your prospect, to take an action, you should be framing it from the perspective of why it is in their best interest to take that action. So I'm going to ask literally the bare minimum of questions upfront before I start talking about how we solve problems or similar customers.
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