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Selling is an away game
Book • 2018
The book explores the concept that the sale really happens in the mind of the buyer.
It introduces a unique step in the sales process called dialogue, which occurs after evaluation, diagnosis, and prescription.
The dialogue stage forces salespeople to clarify objections, highlighting the importance of identifying and addressing concerns.
A red flag arises if no objection is brought up, indicating a lack of negotiation or engagement.
The book emphasizes that understanding why people buy from you is crucial for sales success.
It introduces a unique step in the sales process called dialogue, which occurs after evaluation, diagnosis, and prescription.
The dialogue stage forces salespeople to clarify objections, highlighting the importance of identifying and addressing concerns.
A red flag arises if no objection is brought up, indicating a lack of negotiation or engagement.
The book emphasizes that understanding why people buy from you is crucial for sales success.
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Lance Tyson
13 snips
The One Skill That Separates Good Salespeople from Great Negotiators
