The Sales Questions that Uncover Pain, Value & The Yes
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Lightning Round: Top 10 Ways to Build Your Personal Brand
Question: Juan from Santa Fe asks, "I sell software for a small firm that focuses on manufacturing firms - and for the last few years business has been great. Once the election happened we are struggling—struggling because it seems like everyone has become price sensitive—so price sensitive. I have listened to your podcast and I know I need to sell value if I want to get price off the table - what are the best questions to ask to get to the value?"
Book: Spin Selling by Neil Rackman
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