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247 (Sell) Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
30 Minutes to President's Club | No-Nonsense Sales
Identify the Problem, Impact Matters
Successful sales hinges on identifying whether the champion's problem is indeed a business problem. It's crucial to drill down from the situation to the problem and then to the impact, as this clarifies the relevance of the issue at hand. Avoid using jargon and buzzwords during cold calls; they contribute to a perception of insincerity and disconnection. Instead, engage prospects by asking if you can make recommendations based on your experience when they are uncertain about their next steps. This approach fosters a more receptive atmosphere for meaningful dialogue.
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