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title: Flip The Script | Selling by the Unknown
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## The Takeaway

During a discovery, there is one surefire way to build credibility, trust, and rapport with your buyer, and that is by uncovering information about your buyer or problems that are hurting your buyer that your buyer DOESN’T KNOW ABOUT.

That starts with knowing the difference between **“Symptom”** v. **“Sign”**, looking for signs that indicate a deeper unknown problem, and uncovering the things that both the seller and prospect don’t know.

## What You'll Learn

- The Difference Between “Symptoms” & “Signs”, in Selling
- 6 Things that Buyers Want from a Seller That They Believe are the Only Things that They Don’t Know
- 5 Things that Buyers Actually Don’t Know
- 6 Things that Sellers Want from a Buyer That They Believe are the Only Things that They Don’t Know
- And 7 Things that Sellers Actually Don’t Know About Their Buyers

## Speakers

[** ](https://www.linkedin.com/in/beccholland-flipthescript/)

![Becc Holland-headshot](https://www.flipthescript.com/hubfs/Becc%20Holland-headshot.png) **Becc Holland** CEO Flip the Script