Welcome To Theinquisitor Podcast

”The Hidden Power of Contrast: How Your Sales Conversations Could Transform

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Sinopsis

David Kurkjian is a sales consultant and author of the book "6X Convert More Prospects to Customers". The book focuses on helping salespeople construct high-value discovery calls and build conversations that rightly communicate value to prospects. We explore: The Importance of Early-Stage Selling Conversations Early-stage selling conversations are critical because they set the tone for the rest of the sales process. If you can't build rapport and establish trust with your prospect during these early conversations, it will be very difficult to close the deal. How to Master Early-Stage Selling Conversations There are a few key things you can do to master early-stage selling conversations: Focus on the prospect's problems, not your product. Use contrast to show how your solution can solve the prospect's problems. Ask questions to get to the root of the prospect's concerns. Be honest and trustworthy. Compensation plans that reward salespeople for closing deals, regardless of outcomes, incentivise the wrong beha