Finding Prospect Pain

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Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.”

In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.

Being Desperate Won’t Seal the Deal

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The goal in most capabilities presentations is to sell your product to your potential buyer/prospect.

Bill explains in this vignette how you might be pushing away your prospect during the presentation by coming off too desperate.