Selling is all about gathering intelligence and acting on the intelligence. This is what Cav Scout Selling is all about. In this podcast we will explore and discuss how to use simple techniques to gather sales intelligence and use it to win more opportunities.
Customer meetings are at the very core of every selling situation. It's critical to prepare, execute and follow up every meeting. In this episode I discuss each one and go into some detail regarding what information you have to uncover for every meeting attendee for example their Stance, Role, Main Influencing Factors, Power Rating and Level of Influence to list a few.
Obstacles and objections happen in very opportunity and happen in any stage. Understanding how to overcome obstacles and mitigate objections is key to winning. This episode is all about obstacles and objections.
What is Cav Scout Selling? Selling is nothing more than reconnaissance, your trying to gain intelligence to win and beat the competition.
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