Most sales training misses the mark
It assumes that because you find problems to solve, prospects will buy
Or that just because you create a gap it’ll get prospects to buy
But the real world tells us otherwise.
How many deals have we lost despite finding problems to solve?
It assumes that because you find problems to solve, prospects will buy
Or that just because you create a gap it’ll get prospects to buy
But the real world tells us otherwise.
How many deals have we lost despite finding problems to solve?
That happens because even though it’s good practice to find problems and create “change gaps”, it still doesn’t address the big pink elephant in the room
The Frame.
Who is chasing who?
Who *should* be chasing who?
WHAT are their personal motivations for making the change?
The Frame.
Who is chasing who?
Who *should* be chasing who?
WHAT are their personal motivations for making the change?
Instead of advocating for the prospect to change (buy) like every other rep, you advocate for the status quo/alternatives and let *them* convince you why they need you!
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