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- Why are you different?
- Selling is hard today
- It's hard to differentiate today
- You won't get a lower quota
- "Win more deals at the prices you want."
- 15 chapters with exact strategies
- Too many books are too complex to implement
The buying experience matters."
- The buying experience matters
- Make people feel special
- Don't make your clients feel like a number
- Lee goes to the same restaurant because the waitress remembers them
- "People buy you." Jeb Blount
- How to sell up and down the chain
- We've been taught to probe for pain but...
- We need to probe a level deeper to find out if it's a problem or an inconvenience
- You have pipedreams instead of a pipeline because you don't go deeper
The Sales Podcast With Wes Schaeffer, The Sales Whisperer®