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135 (Sell): Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
30 Minutes to President's Club | No-Nonsense Sales
How Do You Transform a Call Structure With Power?
When you're making a suggestion, most people follow the path of least resistance. You make the other person feel empowered and heard when you let them reject you for something else. And so again, this makes them feel like you're on the same team. So how does that actually translate into a call structure with power? Nick: I'm getting that first agreement and then I get to go layer deeper.
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