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b"This episode was originally released in October of last year. Its relevance is timeless, but the message might be even more important now.\\n\\nYour prospects' needs should always outweigh your own. But now, when priorities have changed, when businesses have had to shift and rethink how they will survive, finding what pains your prospects have should be priority #1. \\n\\nWhen you find out what pains they have, how you can help, and IF you can help, you'll build more trust than any other salesperson they'll talk to. Even if you're not the right fit right now.\\n\\nTraditionally, salespeople are taught and/or default to start sales conversations with the features and benefits of their product. What makes them bigger, better, more important than anybody else. But how do they know that the prospect cares about those features and benefits without knowing what pains your prospects need solutions for?\\n\\nIf you change the dynamic from giving too much (often unnecessary) information to asking more questions, you'll have an easier time both qualifying a potential client and showing them how you can help. \\n\\nAs always, knowing DISC, both yours and your client's, helps improve that conversation even more.\\n\\nHave you had a DISC assessment yet? Email us at assessment@salesthrowdown.com to get more info. \\n\\n\\u2705 Sign up for our emails: https://www.salesthrowdown.com/\\n\\n\\u2705 Connect with us on Facebook: https://www.facebook.com/Salesthrowdown\\n\\n\\u2705 Check us out on Instagram: https://www.instagram.com/salesthrowdown/\\n\\n\\u2705 And keep up with us on Twitter: https://twitter.com/SalesThrowdown"