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Robert M. Gravely commented on

How to get your prospect to make a BUYING decision!

The SHIFT principle changed my life? Watch the video. Let me know your thoughts.

Shift Principle.mp4
Jermaine Donaldson
RVP Sales at ASLAN
Bravo
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
if even half of what i just said is true - what would that mean for your business?
Bravo
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5 months ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
During discovery you should find out what emotional buttons are open. Maxwell Swanson suggests a great question to start. But take it to a personal level...

Mr Prospect - what would it mean to your professionally if we can solve the challenge? Personally?

Mr Prospect - If you don't solve this challenge what will it mean to you professionally? Persona...
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Bravo
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5 months ago
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Yeah, that discomfort in "getting in someone's personal life". Do you find that most people aren't that guarded, or willing to be open? I know my dad for example is EXTREMELY guarded and emotionally private Lol.
Bravo
1
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5 months ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
It depends...the more pain there is the less defensive or guarded they are. Had one guy tell me a successful outcome with our service would result in a promotion. Imagine the pressure on me? It can be a 2-edged sword. But it's worth asking. Even if they don't answer you it may be the real question that separates you from your competition and plants... See more
Bravo
1
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5 months ago
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