In this episode, Tibor Shanto, principle of Renbor Sales Solutions, pokes holes in the outdated sales notion that buyers are trying to fix “pain points.”
He discusses why 75% of buyers that switch vendors are satisfied at the time they switched, and, the dramatic implications that this has for how you need to sell to your prospects. How many times have you heard the “we already have a solution” objection? Then, absolutely, you’ll want to listen as Tibor reveals his GAP methodology for discovery and questioning that inspire and motivate buyers to break from the “status quo.” This is essential listening for every sales rep and sales leader!
Download and listen to this episode. And, play it in your next sales meeting!