60% of well-qualified deals will end in no decision due to the fear of change or choice paralysis. Why? Salespeople fail to turn sales discovery calls into actual business conversations. Doug Landis, former Chief Storyteller and VP of Sales Productivity & Enablement at Box, joins us for this episode of Closing Time to review the steps to building a real business conversation before the call. He'll also share tips for perfectly executing the discovery call and how to help buyers overcome status quo bias. FYI: This requires homework. This proven process will get you past the "why change" question and set you up for success in the next discussion – the "why now." Watch the episode on YouTube. Want to stock your bookshelf on us? Enter the giveaway to win a $100 Amazon gift card to purchase books authored by Closing Time guests. Connect With: • Doug Landis: LinkedIn • Chip House: Twitter // LinkedIn • Insightly: Instagram // Facebook // Twitter // LinkedIn // YouTube

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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