#270: STOP Selling and Do This Instead!!!

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Here are 3 key takeaways you don’t want to miss:

🔑 Demonstrate Product Usage: Ensure you understand how the buyer would use your product if given free access today. Avoid a mere product tour by focusing 80% on primary differentiators that provide specific value to the customer.

🔑 Address Trust Issues Early: Buyers often distrust that reps understand their industry or role. Build credibility by starting your discovery with a well-researched hypothesis of value specific to the buyer’s role and industry.

🔑 Empower the "No": Create a non-pressure environment by asking if continuing the discussion is worthwhile, emphasizing mutual fit. This honest approach builds trust by showing you are invested in meaningful deals only.

Connect with your hosts:

• Connect with Luigi Prestinenzi on Linkedin
• Connect with David Fastuca on Linkedin

**About This Podcast**
How To Sell is a podcast dedicated to helping listeners master the art of sales and prospecting, offering valuable insights on B2B sales, revenue optimization, and B2B marketing strategies, all while providing expert guidance on sales coaching, customer engagement, and B2B leadership to maximize your revenue potential in the dynamic world of sales and marketing.