Episode #579: Who’s Selling Whom?

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 Is it really possible to create the conditions where your prospect is asking you to sell them?

In this episode, Bill and Bryan give you the critical conditions that must be in place if you are to strike a balance between you selling your prospect and your prospect selling you.

We find that it typically moves in the direction of you taking on the burden of selling, and that doesn’t allow you freedom. So we give you some hints at how to get your mind right and your actions right so that that can be a more balanced interchange.

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Episode #578: Amateur VS. Professional

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What separates the amateur from the pro?

In this episode, the guys go deep into the attributes that they see amateurs take with them to the market, and how that differs from the pro attributes. They discuss this in several different contexts; prospecting, managing the process, closing, and overall energy.

As you listen to this episode, have a pencil and paper with you so that you can mark on the spectrum where you fall between amateur and pro in these four areas.

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