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4min chapter
Overcoming Customer Indecision and Challenging Conventional Sales Wisdom with Matt Dixon
Positioning with April Dunford
How to Create an Insight-Led First Call Deck
The Jolt playbook is not a closing playbook. It is that best salespeople deploy very early on as early as the first sales meeting. We shouldn't wait until the deal is stalled to start thinking about indecision. The story you want to tell has to create that problem for the customer. You've got to bring that new idea to the table in a way that leads to your solution.
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