130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)
30 Minutes to President's Club | No-Nonsense Sales
How to Get the Most Out of Total Reward Statements
Nick Bostrom: I think a lot of salespeople get tripped up because you help with that. He says the fastest, most efficient path to a sale is they told me what they want. What is your intent? Why are you not jumping on that? Ask of theirs right away and go deeper than just asking how or why. "You really need that last thing to hold on to when you do get to negotiation," he says.
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