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21min chapter
Hall of Fame: Kevin "KD" Dorsey Ep. 134
30 Minutes to President's Club | No-Nonsense Sales
Mastering the Concepts of Problem, Pain, and Impact in Sales
The chapter explores the significance of understanding problem, pain, and impact in sales, underscoring the importance of connecting these aspects to address customer needs effectively. It discusses employing the CTD approach and mapping out these elements to different buyer personas for impactful sales interactions. Furthermore, it delves into guiding sales conversations by uncovering prospect pain points, adapting demo techniques, and the art of permission-based selling for personalized product demos.
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