105 | Breaking Bad Habits, and Why Questions Are Way More Powerful Than Statements and Giving Demos

Too often I see salespeople clamoring for the chance to give prospects a demo of their products. They think that if they could just show clients how their products and services work, the orders would come pouring in. In the same vein, sales people (mistakenly) believe if they just made clients aware of the problem, they’d be eager to sign up, regardless of whether they believed the problem was important or not.