From the course: Mastering Authentic Influence for Highly Successful Sales
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A sales approach that sets you apart
From the course: Mastering Authentic Influence for Highly Successful Sales
A sales approach that sets you apart
- So the better way and the necessity of the better way is that if you're in a competitive and perceived commoditized business where what you're selling or what you're representing is perceived by clients to be just like the people down the street, it means that you need to not only do well by the client but you have to do well by the client even better than the next person. So that's where the game of learning about the client more thoroughly than anyone else is really at play, knowing how to not only stay in questioning and stay in listening but this is where you as an expert can start to infuse the conversation while you're still talking about the client and to the client about themselves, you can infuse the conversation with insights that they can't possibly know themselves. This is something I absolutely love. People who spend a great deal of time with clients often know the clients' problems better than the clients do…
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