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As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call…Read More
Mike Montague interviews David Brown on How to Succeed with the Sales Software of the Future.Read More
Negative prospects have been created by salespeople who don’t know how to handle prospect pain.Read More
You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked. Knowing why the question was asked will ultimately help you sell more efficiently.Read More