Problem Proliferation: A Clever Way to Say "Find the Customer's Pain"
The Advanced Selling Podcast - Ein Podcast von Bill Caskey and Bryan Neale: B2B Sales Trainers, Business Strategists and L
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Bryan always accuses Bill of using terminology he doesn't understand. Well, in today's podcast, Bill is riding solo and discusses a concept called "problem proliferation." Actually, if the truth were known, it is the biggest "miss" salespeople experience when in persuasion mode. It's the understanding of what's going on inside the prospect's life absent your solution.
