1. Get them to discover for themselves they need what you have.
2. The tools remain the same, but the way in which you use the tools change depending on what you sell.
3. Deals come in 3’s!
4. Clown World.
5. Get the prospect to do the selling!
6. Solve problems → Get paid.
7. Prospects need to be challenged.
8. Why, Why, WHY!
9. You’re selling to people at the end of the day. And people buy emotionally.
10. NGMI.
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10. was a great exercise for me when i first joined my co. i listened in, wrote down specific jump off points that could've happened for the AE to dig deeper to
true enough not digging deeper led to issues popping up later in the cycle and the AE not having leverage / the info needed to push things forward