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2min chapter
Assume an Advantaged Player
2Bobs—with David C. Baker and Blair Enns
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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highlights
Listen to the best highlights from the podcasts you love and dive into the full episode