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Four Actionable Takeaways:
* “Cut” your prospect before showing them the band-aid - solidify the enemy.
* Utilize stories when you hear a clear prospect pain-point.
* Ask related questions before the big questions. Start small before going big.
* Plant landmines with credibility and aligning yourself with the features your prospect cares about.
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David’s Path to President’s Club:
* Founder of Cerebral Selling
* Lecturer at Smith School of Business at Queen's University & London Business School
RESOURCES DISCUSSED
30 Minutes to President's Club | No-Nonsense Sales