It’s human nature to revert to our routines when under pressure. If you’ve been taught to sell or position value, then you’ve grown accustomed to defaulting to your expertise when pressured by the prospect. You lead with competency in hopes the prospect will eventually “get” your point. Unfortunately, this doesn’t work as often as we’d like, and it often leaves us feeling disconnected and chasing the prospect for a decision.  

On this episode of Breaking Sales, Dan sits down with management consultant veteran Kirsten Markley to explore how she uses curiosity to learn and build trust, and take share of wallet away from the better well known competitors in her space.