On this episode of the Sales Gravy Podcast, Jeb Blount and Michelle Rockwood teach you how to avoid coming across as pushy and desperate and instead compel people to lean into you by leveraging the choice based closing method. It’s all about selling without selling.
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In sales, we hate it when we’ve gone through the presentation, answered all the key questions, and covered all anticipated concerns only to have a prospect say something like, “Well
Pain Motivates Buyers to Act A universal and timeless truth is that pain is a greater motivator than pleasure. Therefore, to compel prospects to buy from you, sell the pain.
Take Their Pulse Then Close the Deal These questions vary from taking a prospect’s pulse to see if they are with you, to finding out if a benefit you just
