Winning Competitive Deals | Jason Bay | 30MPC Hall of Fame
30 Minutes to President's Club | No-Nonsense Sales
Evaluating Client Commitment and Focusing on Business Impact
This chapter highlights the importance of evaluating potential clients' seriousness in the sales process by understanding their business problems and connecting with key decision-makers. It warns against the tendency of salespeople to focus on product features over the relevant outcomes that align with clients' needs.
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