Comments on: Are You Helping Your Prospects Discover What They Don’t Know? http://salesmarks.com/archives/are-you-helping-your-prospects-discover-what-they-dont-know/ Resources for Sales and Small Business Wed, 07 Mar 2012 18:10:36 +0000 hourly 1 By: Andrew Rudin http://salesmarks.com/archives/are-you-helping-your-prospects-discover-what-they-dont-know/comment-page-1/#comment-237 Andrew Rudin Wed, 07 Oct 2009 14:12:48 +0000 http://salesmarks.com/?p=1616#comment-237 Dave: great post. One reason why I believe that when salespeople are advised to seek "trigger events," they often come up short. As you point out, sometimes there aren't any. Or, if there are, they are manifest in ways we're not looking for. You have provided an excellent example about how selling outcomes (productivity gains) wins out over selling a specific product or service. Dave: great post. One reason why I believe that when salespeople are advised to seek “trigger events,” they often come up short. As you point out, sometimes there aren’t any. Or, if there are, they are manifest in ways we’re not looking for.

You have provided an excellent example about how selling outcomes (productivity gains) wins out over selling a specific product or service.

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