Speaker: Charles Muhlbauer
"Charles, prospects tell me our solution is not a priority for them at the end of the sales cycle."
"How can I prevent that?"
It's fundamental to ask about the priorities of your prospect's organization as soon as you're able.
And so a question like that might look like the following:
"Bob, when it comes to the challenges you mentioned, would you say that...
you're upset you didn't solve this 6 months ago, or even though it's a pain, everything will be ok if it's not solved?"
1:1 ?Discovery Coaching sessions
