On this podcast, Jeb Blount and MixMax CRO – Don Erwin – discuss Discovery and why this crucial part of the sales process is the real key to closing the sale.
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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
