Bryan Charlton: How Slowing Down Can Speed Up Your Sales Wins
Make It Happen Mondays - B2B Sales Talk with John Barrows
De-risking Decisions: Uncovering Client Concerns in Sales
This chapter emphasizes the significance of risk assessment during sales dialogues, focusing on how to uncover clients' potential fears regarding project deadlines. By invoking deeper discussions about consequences and uncertainties, sales professionals can better align with clients' needs and facilitate more secure decision-making.
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