#740 Flip the Sales Conversation

You think you know everything about sales. You've heard all the presentations and everybody talks about pain and objections. Well, my guest Chandler Walker thinks that might be the wrong way to approach a sales.  He believes the goal isn't just to stab at a prospect to find the pain.  Instead, when you become a cognitive listener you are able to identify the pain and understand where the pain exists.  Using that information you must help the prospect look not just short term, fixing the pain, but long term at the underlying issues which prevent them from being successful.