Every question a salesperson poses to a potential customer should meet at least one of these 12 criteria.
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Getting prospects to choose you over their current supplier
Some prospects look at changing suppliers the same way they look at divorce – it’s painful. Getting a prospect to switch to you involves removing the pain.
Why do customers really buy from salespeople?
Ask your salespeople to come up with reasons why their customers buy and they’ll probably come up with four common — and wrong — answers.
