The Landscape of a Prospect (What Are You Walking Into?)
The Advanced Selling Podcast
00:00
Is Your Stake in the Ground the Problem?
If everything that you do in the sales process Focuses and centers around the pain what's going to happen is a lot of people are going to be attracted to that. So every time you meet with someone inside that company whether it's VP no matter what level you have to keep bringing them back to Why are we doing this? People are attracted to a stake in the ground. Yep, and that is your stake in the Ground is what problem we're solving.
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