Stop selling & start leading - dialogic vs. diagnostic
Sales and sales training have been our guest, Deb Calvert's, passion since she was a child earning money for extra weeks at summer camp. You need to catch the beginning of this show to hear how she was originally motivated to get into sales.
She talked about 8 reasons we'd ever ask a question are summarized in DISCOVER (this is an acronym). Most sales people only ask questions for 3-4 reasons. If you open it up to all 8, you open yourself up to be of real value in the conversation and prospects will share the same with you.
Let's start within the first five seconds of meeting someone to make…
The skinny
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