Sales Discovery
topic on 2 shows · 2 statements across 2 episodes
2 statements about Sales Discovery, every show
Sanchez: Framing risk and reputation forces price to compete against consequence
“In sales, everyone fights over this. It's called the price anchor. But the real anchor gets set earlier when you frame the problem. This is called priming. So, let the buyer decide the conversation is about, this is expensive, and you'll spend the rest of it d…”