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Part 2 of 2. KD's insights and teaching continue! Here are some key takeaways:

• When I ask someone a question, how do I want them to feel? Am I reflecting that tone in my response?
• Are you losing deals over parts of the product that the customer doesn't want? You don't and shouldn't sell the whole bag... customers don't need everything!
• Use "they" in your discovery questions...
  • "they all are struggling with... (3 choices)"
  • "which one is your struggle?..."
  • "so you are not...(restate the struggle)"

KD does a masterful job using theory and providing practical solutions. Invest in yourself and visit his Patreon Page, Inside Sales Excellence and receive the amazing training from the master!

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