How to get past “NO DECISION”
Today I share what reps can do to move deals forward which are stuck at status quo. Here are the highlights and key takeaways:
1. Start with why. Until you know a clients reasons for wanting to change, then you won’t have a deal.
2. Understand the current pain of staying the same and the consequence of doing nothing.
3. Understand their top 3 priorities and build a direct link to show how your product or service supports them with these priorities
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…