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Aug 15, 2019

Many business owners make the mistake of shining the spotlight on:

  • Themselves
  • Their business
  • Their product/service

When in reality, the spotlight should be shined on their ______ (answered inside the episode).

Learn the 2 questions I ask all my clients to learn more about their buyers

Learn why it is more important to think like the buyer rather than trying to get the buyer to think like you

If Henry Ford asked people what they wanted, they would have said a faster horse.  Should he have still asked them?  Learn the truth to asking customers questions.

We make decisions on emotion, and justify them with logic.  Learn how to incorporate the logic into the sales process.

A client said he kept getting delegated from the decision maker to a middle manager.  Learn what I told him we need to do to win more sales.