The 90s are calling, and they want their phrase back. Total cost of ownership? That’s old news. Today, it’s all about the total benefit of ownership. Customers don’t buy because of cost. They buy because of the benefits.

Join Mark as he challenges the status quo and explores how to truly unlock the value of your offerings by aligning with what your customer actually values. Mark will break down how to translate product features into tangible customer benefits, measured in dollars and cents, to reveal the hidden potential for long-term value and profitability.

Many salespeople miss out on crucial insights by skirting around tough questions. Fear not, Mark is here to guide you through the art of asking the right questions at the right time. He’ll address the hesitancy that holds many back and emphasize the importance of understanding how your product or service fits into the bigger picture of your client's business. Learn how considering the downstream effects on customers and their clients can not only foster meaningful relationships but also ensure substantial progress through your sales pipeline.

👀 Read the BLOG for this episode here.

Olympic skier turned motivational speaker Vince Poscente unveils his captivating journey from the snowy slopes to sales success. Vince shares his insights into aligning the conscious and subconscious mind, which propelled him to Olympic heights in just four years. He draws us into the world of sales, challenging listeners to overcome self-sabotage by tapping into the exhilarating "emotional buzz" and fully "experientializing" their goals with all five senses.

Vince emphasizes the value of risk-taking and mental preparation. His unique approach to real estate and sales reveals how doing what others won’t can set you apart. This episode is packed with inspiration and practical advice, encouraging you to embrace chaos, take bold steps in your sales journey, and help others along the way.

👤 About the Guest

Vince Poscente is an Olympian and NYT best-selling author, as well as Keynote Speaker and Coach for growth-minded folks.

👀 Read the BLOG for this episode here!

Get ready to transform your sales approach with insightful questioning techniques that do more than scratch the surface. Mark will show you how to challenge both yourself and your customers to uncover the deeper needs and timing of their purchase decisions. Forget relying solely on online interactions; Mark will demonstrate the power of direct communication with decision-makers to truly grasp buyer intent.

By the end of the episode, you'll see the critical link between buyer relevance, your ideal customer profile, and the essence of buyer intent. Get equipped with effective strategies to boost your sales outcomes!

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