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#019: Controlling Sales Conversations

In this episode of The Win-Win Effect™ Podcast, Host Chris Ross and Guest, Wes Baiz drill deeper on how top performers maintain control of sales conversations using compelling techniques and strategies. You will discover in this episode how to make buyers reconsider or explain the reasons behind their objections. It’s the art of making them sell to themselves. The key is convincing the buyer why they are in desperate need of the product rather than the sales representative “selling” them.

SUMMARY OF TOPICS DISCUSSED

– Providing More Clarity
– Learn How to Help, Rather Than Sell
– Realistic Outcome for Buyer
– Holding Buyer Accountable
– PACE 1st, Then LEAD
– Salespeople Need to Be Leaders
– Filling, Disarming, Softening Statements
– Takeaway Sale From Buyer
– Giving the Right for Buyer to Say “NO”
– Remaining Calm and Collective
– Raising Standards
– Value Time & Effort
– Aligning Effective Questioning

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