We spend a lot of time teaching prospecting (and rightly so), and once we’re in the sales cycle, we teach a lot on discovery, positioning, presenting and negotiating, which is also important.
But, there’s this magic coin called “trust” – and when we have them, they accelerate everything – our sales cycles, our qualification in (and out, for that matter), our win rates go up, and our competitors suffer.
Can it be taught? In the way you prospect, position, present & negotiation…absolutely! It begins with transparency…
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