Stop Guessing, Start Advising: Why Deals Break in the Quiet Moments - Jeffrey Cutter
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Stop Guessing, Start Advising: Why Deals Break in the Quiet Moments - Jeffrey Cutter
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If you've ever blamed a lost deal on "bad timing" or "Mercury in retrograde," this episode is your wake-up call. We welcome back Jeffrey Cutter to discuss his new book, Deal Breakers. Through the story of the protagonist Morgan, Jeff illustrates the profound shift from being a "product pusher" to a "trusted advisor."
We explore the "Aha!" moments that every veteran sales rep has faced: the realization that customers aren't looking for the most innovative technology—they're looking for the story that makes them feel safest. Jeff breaks down the "Advisor Lens," teaching us how to ask the hard questions like, "What would make you look foolish in this deal?" and why getting invited into the customer's story is the only way to ensure the deal doesn't break in the other room.
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