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Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: Saudade is the Missing Element in Sales
Description: #ChrisMurray of @vardakreuz, author of #SellingWithEase and #TheExtremelySuccessfulSalesmansClub discuss what's broken in #sales and #salestraining.
Chris introduces a really powerful concept from Portuguese, #Saudade. It doesn't translate directly into English easily but it means a sense of knowing something is missing but you can't put your finger on exactly what that is. For salespeople this is a genius attack. It is exactly what you should be tapping into in your prospecting and sales activities. Find people who think they're well and scratch the scab until you uncover a little bit of hurt. Keep probing until you diagnose...