May 23, 2022
Mike Montague
interviews Steve Borseti, a long-time Sandler trainer, on How to
Succeed at Looking for Trouble.
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The best attitude, behavior, and technique on how to succeed at looking for trouble
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It’s better to uncover the trouble with your clients than ignore it
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Go for the “No”
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Look for trouble even in your “great” deals
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Ask, “What are we missing?”
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Are there technical obstacles?
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If you know they have pain, and they aren’t moving, you must go looking for trouble
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If you have multiple meetings, always ask, has anything changed?
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Use the negative reversal
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Use DISC to determine how to look for trouble with different clients
The How to Succeed Podcast is a public and free podcast from
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