Stated over and over and over lately: Sales Reps need to be problem solvers. Easy right? Nope. While 83% of Reps are proficient in asking discovery questions, the number plummets to only 33% of Reps that can actually connect their solution to solving the problem. Even more on issue, only 12% of Reps can create a sense of urgency in Buyers. Dan breaks down the key characteristics of effective problem solving in Sales today.
Furthermore, Reps need to be accomplished storytellers, say the experts. Well, that's great but what the bejesus does this mean? Dan walks us through a new article by the folks from the Challenger Sale for some guidance.
These are two pivotal skills for success in 2019, so grab your walkman and listen NOW, damnit 🏅
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