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#467: Sales Process Part 6: Questioning Techniques [Podcast]
from The Prospecting Expert Hosted by Steve Kloyda, The Prospecting Expert
We’ve all heard it before, people buy emotionally and justify it intellectually. And we need to remember, if we jump too quick to emotional triggers and the prospect gets defensive. Customers do not make decisions on Needs. They make decisions on Problems. Even more important, when changing a person’s behavior, consequences are more influential than value. Put on some comfortable shoes as Bill and Scott take you around the block, one more time as we discuss Sales Process Part 6 – Questioning Techniques. That and much more on episode 467 of the Winning at Selling Podcast. The post #467: Sales Process Part 6: Questioning Techniques [Podcast] appeared first on The Prospecting Expert.
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