Making prospects articulate their own problems outperforms direct pitching
Sam Ovens · #1417 How Sam Ovens is helping everyday people start their own consulting businesses · Mar 3, 2017 · at 17:45
Sam Ovens, founder of Consulting.com, explains the psychological mechanics of his consultative sales script to Mixergy host Andrew Warner.
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“So instead of me saying those words to them, I ask questions which make them say that to themselves, because it's so much more powerful that way. If I come on and I'm like, I'm so good, I've got this amazing thing for you, it's gonna do all of these things for you, the person's first reaction is, I doubt it, you know.”
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