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Whenever an SDR is on a call or is planning to go on a call with a potential client, one of the most important things to look for during that discovery call is ‘The Key Motivator’. Every company or prospect has a key motivator. Figuring out a prospect’s key motivator allows the SDR to take a path with the least resistance. It helps them to close deals faster. It can be anything ranging from price to the quality of the service or product offered. But to figure out the key motivator, the sales rep should ask lots of questions. Once you have figure out the key motivator, your task becomes simple.

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