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Podcast: Pocket Sized Pep Talks
Episode: Satisfaction Selling: Going To Where The Problem Is NOT
Description: In this Pocket Sized Pep Talk, you'll learn:Right out of the gate we get into the neuroscience behind this because I’m a guy who has been basically trained to create trust, and earn the right to probe for problems.  You'll hear their responses!How focusing on problems potentially limit a salesperson’s success and the customer’s experience.Some common misconceptions about what drives a customer to make a buying decision.Evidence that supports the idea that sales professionals achieve better results when they apply this approach.How these authors discovered this approach, and what inspired them to...