Elite Sales Reps both "describe + prescribe." They take control of the sales process by asking intelligent questions, highlighting the consequences of inaction and tying back their solution to the challenges they uncovered. Too many reps though rely on describing what the solution does, how it works, the features, the intricacies-staying in the weeds and leaving the prospect to say 'SO WHAT?" The Elite Sellers 'prescribe' the actions that the prospect MUST take to solve their stated issues. Do it 👊
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