Dorsey: Sales reps must shift from explaining 'why' to demonstrating 'how'
Kevin Dorsey · Kevin Dorsey, VP Sales at PatientPop Shares Cutting Edge Techniques for Building Trust in Sales · Jul 28, 2021 · at 14:37
Kevin Dorsey explains the evolution of the salesperson's role from providing product information to explaining strategic value, and now guiding implementation.
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“I think the next big shift is now to the how, right? The what is out there. The why the buyer is, in a lot of ways, convincing themselves of. Yep. Here's how it will actually work for you. Yep. That's the next step. And sales teams and people are still too focused on the what.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
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