81 (Sell): Mastering conversational discovery to drive your sales process (Michelle Pietsch, VP of Revenue @ Dooly)
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FOUR ACTIONABLE TAKEAWAYS
Use humbling disclaimers to level with the prospect to establish next steps.
Ask about the buying process AFTER you get to the “aha” moment in discovery.
Figure out the “why” when a signing deadline is missed - then determine next steps.
Avoid leading questions which do the opposite of building rapport.
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VP of Revenue @ Dooly
RESOURCES DISCUSSED
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