Every Seller is Moving Toward Something, or Away from Something

We know that before we can Solve the Deal—and ultimately get the Seller to say yes—we have to Solve the Person, so that we understand our audience and know their perspectives, opinions and motivations. But where do we start? In this episode, Jeff shares a simple way to begin Solving the Person: every Seller is either moving TOWARD something, or moving AWAY from something. Once you understand which of these your Seller is doing, you can make great progress Solving the Person.