Building B2B Sales Credibility and Success With The Wentworth Prospect Author Wayne Moloney
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This is episode 460.
Read the complete transcription on the Sales Game Changers Podcast website.
WAYNE\\u2019S TIP: \\u201cFocus on the client\\u2019s outcome, not on your product. All too often we go in there and all we\\u2019re trying to do is push the differentiators in our product. The time of feature, function, benefit, not there now, it\\u2019s about what\\u2019s the outcome. Go in, do a deep discovery, understand how you can influence positively and deliver value as well as defined by the client, and then talk about your product. Don\\u2019t do it too early.\\u201d
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