#Shorts
86% of sales reps have no agenda, no process, and no plan going into a discovery call.
We’ve all been there thinking: “I’ll just wing it…”
On the other hand, there are sales reps who prepare a rock-solid agenda that can become a hindrance in their ability to dig deeper into probing root cause questions.
You must be able to pivot and ask spontaneous questions in your conversation and redirect the prospect back to the root cause of their problem.
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