How a Process Helps to Sell More

In this episode, Mark and Robin Ayoub discuss essential strategies for successful sales, focusing on the importance of asking the right questions and building trust. Robin emphasizes the need for salespeople to inquire about budgets, decision-makers, and demonstrate genuine interest in potential clients. They touch upon the significance of creating an account map, using a verbal toolbox for effective communication, and tailoring approaches based on the personalities and roles of individuals involved. The conversation also delves into the Miller-Heinman process, highlighting the role of trust-building and the importance of maintaining a unified approach across the sales team.


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