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#104: How Challengers Thrive in a Fear-Driven Market

Winning the Challenger Sale

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Differentiating Mobilizers from Talkers in Sales Engagements

The chapter delves into how to distinguish between mobilizers and talkers in sales engagements, emphasizing the need to assess reactions and involvement in conversations. It discusses the importance of understanding the organizational structure of the target company, navigating uncomfortable conversations, and building trust through empathy and honest communication. The chapter also highlights strategies to prevent perfectly executed losses in sales, including ensuring mobilizers are equipped with necessary information and collaborating effectively to meet tight deadlines.

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