Impact is the COST of the problem, not just the problem itself
Impact is the COST of the problem, not just the problem itself. This is a critical distinction. Too many salespeople view the fact that the customer has a problem that "must be costing them something" as a sufficient foundation for the customer to base a purchase decision upon...
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Also in The Sales Training Blog from Score Selling™
Getting the First 30 Seconds with Your Opening Statement
So what do you say first on a cold call which gets you the next 30 seconds?
A very clear introduction of who I am and what company I am from followed with;
