Posts

The Hidden Force Accidentally Driving Your Prospects Away

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You're walking around the mall when something you remembered…

5 Tips for Mastering the Art of Listening in Sales

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Listening is arguably THE most important factor when it comes…

Missing Key Details in Your Discovery Calls? Try this simple exercise

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“I just had the best discovery call!”, shouted one of my…

Sell more by bridging the emotional gap between you and your customer

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Radiology is one of the loneliest disciplines in medicine. Most…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

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“THAT'S the line? Are you kidding me?!?" This was my ongoing…

3 Declarations to Help You Develop the Ultimate Discovery Mindset

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In my last post, I discussed how confirmation bias (AKA "happy…

The Silent Killer in Your Discovery Process and How to Stamp It Out

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You briefly met at your best friend’s holiday party. You agreed…