Why You Must First Solve Buying Pain Points in B2B Sales
Iannarino
MARCH 2, 2023
This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation. But by rushing the deal to get to the pain points, you break B2B selling and buying. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.
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