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Gap Selling Resources Articles

Discovery Fatigue is Real

I want to talk about something I've seen a lot of and I want to set the record straight. Discovery fatigue.   The other day I was reading a LinkedIn post where someone was talking about you must combine the demo with the discovery because buyers are tired of...
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Sales Culture Needs to Change: Sales Objections – The Costly Sign of Horrible Selling

Let’s talk about sales objections. Part 4 of why the sales culture needs to change.   Sales objections are the quintessential sign that you sold it wrong. Let that sink in for a second. If you’re getting objections you have sold it wrong. It means you got ahead...
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Gap Selling Lessons From Wolf of Wall Street

Gap Selling Lessons From Wolf of Wall Street: At this point most, if not all, of us have seen this scene from Wolf of Wall Street. It's cheesy, sleazy, gross, manipulative, pick an adjective. But, there is actually some good stuff to learn from this sales call.  ...
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Sales Culture Needs to Change: This is a Horrible Discovery Question

Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the entire profession. We've become manipulative talking heads. We need to break free.   I am on a mission, if you haven't seen it already, to change...
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