#44: The Ultimate Sales Discovery Framework
gtmPRO
Encourage Critical Thinking Over Scripts
Provide representatives with a framework that encourages critical thinking rather than strict scripts. Emphasize the importance of understanding the business context, including the department's goals, team structure, and inter-department interactions. This approach enables representatives to ask deeper, more insightful questions that uncover underlying issues rather than simply following a prescribed format, ensuring a more meaningful engagement with clients.
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