A lot of people in sales start with the solution and try to find a problem to make it fit. When you sell a hammer - everything looks like a nail.
This week on the podcast I'm joined by sales veteran Paul Higgins about how we can really get to what the win win opportunity 'really' is and then, how to provide the right value.
By focusing on diagnosis first and then prescription last we develop a sales process which is service led and provides value along they way whether people buy or not.
Paul's Website : https://paulhigginsmentoring.com/
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Building your LeaderBrand - Personal Branding, Digital Marketing, Sales, Leadership & Entrepreneurship for Expert Business Owners & Executives.