2Bobs—with David C. Baker and Blair Enns cover image

Assume an Advantaged Player

2Bobs—with David C. Baker and Blair Enns

CHAPTER

Disrupting the Pitch: Identifying Behavioral Concessions in Sales

This chapter explores the strategy of 'disrupting the pitch' in sales, emphasizing the importance of gaining behavioral concessions from clients. It highlights how these concessions can reveal key insights into clients' needs and facilitate a shift in their perspectives on problems and solutions.

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