"This information is so powerful because we can now use this as a lever to secure the next steps calls to remind people in follow-up sequences why they want to make the change, but most importantly, it gives the buyer ownership of their problem, which is the most important thing we need to do in our sales calls and our demos is get the prospect to take ownership of their situation." - Brooks Van Norman in today's Tip 315 How's your sales call or demo? Do your prospect becomes your client? Join the conversation at DailySales.Tips/315 and connect to Brook on LinkedIn! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm