329 GUEST Joe Dalton- You Don't Have a Closing Problem, You Likely Have This Instead
Topics discussed
Introduction and guest bio
Small talk and recording locations
Joe's early sales jobs and mindset shift
Realizing sales is a craft
The CRAFT framework overview
Why closing problems are actually opening problems
Discovery questions and the interviewer mindset
The importance of curiosity in sales
Bus conductor stories and communication
Letting people buy and buying back the sale
Handling objections as concerns
The most important skill for salespeople
Standardizing sales processes in organizations
Resources and where to find Joe
Quote of the day and closing
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