Rachel Mae is the Chief Evangelist and General Manager of Training Certification/Licensing at A Sales Growth Company. Today, she talks about knowing and shaping the client's decision criteria so you can put yourself ahead of others who are barely paying attention to this today. TakeawaysThe goal is to help your client base their decision criteria on the right areasYou need to ask questions but it all starts with first knowing what you're looking for Quote of the Show"It starts with you knowing what business problems you're looking for. And I know this sounds really basic but when I coach salespeople and when they're asking questions in discovery, the biggest thing that I see is they don't know what business problems they're looking for." - Rachel Mae Connect with Rachel in the links below:LinkedIn: https://www.linkedin.com/in/rachelmae/Company Website: https://salesgrowth.com/# Ways to tune in:Amazon MusicApple PodcastSpotifyGoogle PodcastYouTube: https://youtu.be/6KEho9RSaHs

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