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Remember that 20%0:00:57

Remember that 20% must be DQed.

Own your high0:00:59

Own your high price upfront.

Determine how you0:00:58

Determine how you got here.

I love what0:00:59

I love what I do and sell.

Activity and process0:00:58

Activity and process over closing.

This is just0:00:56

This is just a game.

Speak to their0:00:59

Speak to their challenges, not the little stuff.

They sit on0:00:59

They sit on the toilet every day.

Understand the likely0:00:57

Understand the likely outcomes.

Think many steps0:00:56

Think many steps ahead.

Your prospect is0:00:54

Your prospect is the best training partner.

Get good data.0:00:36

Get good data.

Do any of0:00:56

Do any of those issues ring true?

What key challenges0:00:59

What key challenges are you seeing?

Why do you0:00:58

Why do you think that is?

Tell me more0:00:55

Tell me more about that.

Quick Opening Play.0:00:48

Quick Opening Play.

Once free, time0:00:40

Once free, time to scale.

Find an offering0:00:57

Find an offering that prospects want.

Recognize your number0:00:59

Recognize your number one asset.

Stop trying to0:00:44

Stop trying to mimic them.

Make the meeting0:00:53

Make the meeting attractive.

Get them talking.0:00:38

Get them talking.

They can't hurt0:00:52

They can't hurt you.