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The discovery and preparation process in sales is crucial as it allows salespeople to understand the needs and challenges of their prospects. This understanding enables them to tailor their sales pitch to address those specific needs and challenges, making their pitch more compelling and relevant. It also helps in building a relationship with the prospect, as it shows that the salesperson has taken the time to understand them and their business. Furthermore, preparation ensures that the salesperson is well-equipped to handle any objections or questions that the prospect may have, thereby increasing their chances of closing the sale.
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"The biggest mistake people make in the business world is mistaking showing a lot of information versus telling a compelling story. This is an easy mistake to make — especially if you are the one that did hours of analysis. It may seem important, but when it comes down to making a slide and a presentation, you end up deleting more information rather than adding," the company explains in a blog post.
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Everyday, hundreds of sales presentations are met with insipid feedback and rejection. To avoid this, invest more energy and labor into the discovery...
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