Transcription: Hey, Joe Soto here. I want to talk to you about how you can get the client to overcome their own objection. Now, I know that sounds crazy, but hear me out on this. When you can ask very purposeful, very thought out questions that make them answer their own objection or share with […]
Your true differentiation in the marketplace, up against other consultants and agencies, will always be you. What can separate you quickly from the competition is making the sales conversation all about them. Let me explain. The discovery process of asking questions and uncovering your client’s most pressing challenges quickly separates you from the pack. How? Because […]
Years ago I stopped pitching clients. And that’s when I started making a lot more money. I used to get all bent out of shape if my sales presentation wasn’t “just right.” I think this stemmed from one of my first sales positions where we had to have our “presentation binder” with us on our sales […]
