Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17
Introduction
00:00 • 2min
The Discovery Call - The Most Important Part of the Sales Process
01:43 • 2min
The Mine Set of Abundance
03:42 • 2min
The Discovery Call Makes the Sales Cycle Easier
05:37 • 2min
What Are Your Company's Goals?
07:59 • 2min
Why Focus on What Your Product Can Do for You?
09:57 • 2min
Negotiation and Conflict Resolution Workshops
11:36 • 4min
The Value of Preparation
15:12 • 2min
How Do You Pull Back When You Want to Tell Them What the Right Answer Is?
17:13 • 2min
Is There a Series of Questions That Come Next?
18:53 • 2min
Are You Leaning Into Me?
20:39 • 3min
Are You Making the Decision on This Product?
23:11 • 3min
How to Ask Intelligent Questions Without Asking Your Boss?
26:04 • 2min
The Status Quo Bias
28:13 • 4min
Do You Have a Dollar and Cents Conversation?
32:15 • 2min
Is There Anything I Should Do Next?
34:00 • 2min
Is There a Value in Your Services?
35:39 • 4min