For our first episode, we welcomed sales legend Nick Cegelski to the C&C pod.

🌶️ Nick kicked things off with a spicy take: sales deals are either won or lost in discovery. 

He then offered some killer disco call advice. Here’s a taste: 

• Spend less time asking prospects what they want; spend more time teaching them about what they need.
  
  
• When addressing competitors, steer the conversation through three areas: your winning zone, your losing zone, and your neutral zone.
 
• Define these zones clearly:
  • Winning zone: Areas where your product excels over competitors
  • Losing zone: Areas where competitors have an advantage
  • Neutral zone: Features or services where you’re on par with competitors

And there’s more… Nick and the C&C crew also covered:

• The importance of honing a quick dismiss for your top competitor 
  
  
• Why badmouthing competitors backfires
  
  
• How to influence buyer’s purchase criteria through competitive discovery

Listen to the full episode to get all of Nick’s compete wisdom.

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