Jun 22, 2023
Discovery calls can be a rich source of information, but oftentimes sellers think it’s their agenda to convince the buyer—or they fall quickly into a premature demo. It’s not just about how we impact the buyer, but much more so how we can help the buyer. Becc Holland, an expert at sales diagnosis, joins us to teach about identifying the problem the buyer believes they have, AND uncovering if there are current or future impacts they missed.
Mark and Becc discuss what kinds of questions sellers can ask prospects to identify known and unknown problems, as well as how to propel the problem we can solve to a higher position on their priority list.
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Learn more from Becc Holland at www.flipthescript.com
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