We so love to get to the features and benefits of what we sell, that we RARELY take the time to find out what's really going on in the prospect's life. But, how can you match your solution to their problem - if you don't know theeir problem in the first place?
Ready for the answer? YOU CAN'T.
Is it possible that's why the closing percentage in B2B orgs. is less than 10%? I think so. Listen in and see if you can tell where you drop the ball.
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