Tom Latourette: Maybe "Sales" Isn't a Dirty Word

<p><strong>In this episode, Steve Fretzin and Tom Latourette discuss:</strong></p><ul><li>The three levels of why and looking beyond the apparent reasons. </li><li>Finding the quantified cost, not just the story of what happened. </li><li>Generating traction to get in the door for the sales call.</li><li>Questioning, curiosity, and focusing on the client for best results. </li></ul><p> </p><p><strong>Key Takeaways:</strong></p><ul><li>The first or second conversation you have with a client or potential client should be a discovery call - it should be all about them, not about your credentials. </li><li>Take the time to explore both the hard costs, as well as the soft costs. </li><li>When prospecting, think about what is going on in someone else’s world. </li><li>Reinforce the initial pain point from the discovery call to remind clients and customers why they are continuing to work with you. </li></ul><p> </p><p><i><strong>"We need to get customers to really see that price is different than the total cost of what I pay when I'm working with somebody."</strong></i><strong> —  Tom Latourette</strong></p><p> </p><p><strong>Connect with Tom Latourette:  </strong></p><p>Website: <a href="https://www.m3learning.com/">https://www.m3learning.com/</a></p><p>Phone: 847-528-2738</p><p>Email: <a href="mailto:tom@m3learning.com">tom@m3learning.com</a></p><p>LinkedIn: <a href="https://www.linkedin.com/in/tom-latourette">https://www.linkedin.com/in/tom-latourette</a></p><p>Twitter: <a href="https://twitter.com/tomlatourette">https://twitter.com/tomlatourette</a></p><p> </p><p><strong>Connect with Steve Fretzin:</strong></p><p>LinkedIn:<a href="https://www.linkedin.com/in/stevefretzin/"> Steve Fretzin</a></p><p>Twitter:<a href="https://twitter.com/stevefretzin"> @stevefretzin</a></p><p>Facebook:<a href="https://www.facebook.com/salesresults/"> Fretzin, Inc.</a></p><p>Website:<a href="https://fretzin.com/"> Fretzin.com</a></p><p>Email: <a href="mailto:Steve@Fretzin.com">Steve@Fretzin.com</a></p><p>Book:<a href="https://www.amazon.