Bill and Bryan tackle a common sales trap that costs deals and relationships: making judgments about prospects before you even sit down with them. Whether you're assuming someone can't afford your services based on company size, or writing off a "boring" CFO who might actually be your biggest champion, these snap judgments can blind you to real opportunities.
The guys share real stories of misjudging billion-dollar executives and getting burned by outdated company research, plus practical techniques for approaching every sales conversation with genuine curiosity instead of preconceived notions.
Key Takeaway: Your job isn't to be the smartest person in the room - it's to be genuinely curious about where your prospect is trying to go and what problems they're trying to solve.
Don't forget to join the LinkedIn group at advancedsellingpodcast.com/linkedin and mark your calendar for the July 11th Insider session on High Value Conversion Systems!
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Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com
The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.
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Stop being just another vendor - become THE expert they can't ignore. Join ASP Insider September 8th: http://advancedsellingpodcast.com/insider
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