The Answer Behind The Answer

Most salespeople realize they must ask questions in order to find information.  The challenge though is that when they do, the prospect or client feels interrogated or impelled to give an answer even if it’s not truthful.

Bill and Bryan discuss a helpful tip from Seth Godin’s Blog, “No business buys a solution for a problem they don’t have…. And so the marketing challenge is to sell the problem.”

The 2Bs tackle this issue with examples on how salespeople can seek the pain and truth, while keeping the prospect okay throughout the process.

Today’s podcast comes from Whiteboard Wednesday – A Web TV Show for Sales Professionals.  For more information, please visit: www.youtube.com/whiteboardwednesday

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