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123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
30 Minutes to President's Club | No-Nonsense Sales
The Importance of Selling Pain Instead of Benefits
Money follows pain, not benefits, in selling./nBenefit selling is soft; pain selling is necessary./nIdentifying pain language and solution language is crucial in sales./nCoaching is a solution, not a problem, and identifying the underlying need is important./nCategorizing buyer's answers as pain language or solution language is helpful./nThere are endless opportunities to improve in identifying pain points in sales.
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