Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

Understanding the why will get you to the what.  The questions you ask shape the success or failure of the opportunities you are pursuing.  It is easy to present the information we know about the product or service you are selling.  When you do this you fall into the feature functionality trap. Mike & Mike get into their approach to asking questions, the intention behind those questions and how this approach can help you learn more about your customer, and deliver more value.  The trust you build with your customers accelerates when you start with them, and focus on learning about their business vs pitching yours. Sales is a Thinking Process.  Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop le