245 (Sell) How to Outplay Competitors and Win High-Stakes Rip & Replace Deals (Jason Bay, Outbound Squad)
30 Minutes to President's Club | No-Nonsense Sales
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Focus on Impact, Not Just Features
When engaging with potential buyers, concentrate on the impact and business outcomes they seek rather than merely showcasing your solution's features and slick elements. Effective communication should prioritize the problems and objectives of the buyer, prompting discussions that explore their needs instead of just presenting your product. Additionally, in rip-and-replace situations, start by uncovering the initial motivations behind the existing solution to gain insights into the client's challenges and aspirations.
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