"Pitching versus Discovering" by Shamus Brown

"There's a common culture in sales, particularly when people are new to sales - they've got to get their sales pitch down, they've got to memorize certain things they need to say to customers, they've got to be real polished with their sales pitch. I like to help to get people thinking a different way, that the pitch that you're doing isn't nearly as important as the information learn from the prospective client - the things you can discover from them."

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