✔️ Why drilling in and asking good questions is such a critical step in the sales process.
✔️Understanding customer pain points vs. unfulfilled desires.
✔️The distinction between selling and enrollment.
✔️How to create value that people will pay for—regardless of the price.
✔️Getting prospects to reveal why past solutions didn’t work, so you can give them something that will.
✔️How to tilt the buying criteria in your favor, so prospects buy from you and no one else.
✔️Why a proven sales script is the roadmap to guaranteed success.
✔️2 criteria for evaluating high-quality salespeople.
✔️Training your sales team—an alternative to roleplaying.
✔️Should the sales cycle incorporate multiple roles?
✔️How to build high-performing sales teams at scale.
✔️How to use group interviews to identify standout performers.