The Landscape of a Prospect (What Are You Walking Into?)
The Advanced Selling Podcast
00:00
What's the Culture Like?
There's also something in what you said that I have found people are fearful to go to, but have tremendous results when they do. And that is really connecting to the personal pain of that individual you're speaking with. Those things you mentioned being overworked, not knowing where the hell I'm going, no vision, fear, those are all very emotional elements and a very emotional topics. Most people don't have an outlet for them. So if I can be an outlet for that buyer in the sales process, to let them express to me how they're feeling, yeah, you know, I am scared. It's tough around here. Then I become like an anchor of hope or potential
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