Is closing the most important part of sales? with Dave Kennett

In classic movies like Glengarry Glenn Ross, the idea of “closing a deal” is of utmost importance. “Coffee is for closers” or ABC always be closing is a great example of prioritizing the “close’”, but are we placing emphasis on the wrong thing? 
What about how you open or start a sale? Without a good opening, an effective, conversations Discovery,  there is no close.

[2:09] Background of Replayz and the importance of preparation and insight 

[7:34] A quick story on coachability and the importance of learning new things even as an experienced sales rep.

[15:30] Prelude to Discovery. A framework of what sales reps can follow before they dive into the Discovery portion, and most importantly building rapport.

[26:22] Give and take 

[37:55] Golf metaphor of how Replayz coaching is executed

[48:09] Dave’s Microsoft pitch

[51:10] Destigmatizing failure

[53:26] 50% discount off Replayz Masterclass with code Karen - learn all the secrets and insights that are taught to top companies with Dave Kennett.

GET IN TOUCH WITH DAVE

Website: https://replayz.com/ 

Twitter: https://twitter.com/replayzlabs?lang=en

Linkedin: https://www.linkedin.com/company/replayz/?originalSubdomain=ca

Email [email protected]

Thank you to Feedspot for featuring us in the Top 60 Sales Leadership Podcasts 

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