#2 The Introduction
Winning the Challenger Sale
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The Importance of Being Empathetic
I think it's far easier at the end of a call because you're making some sort of powerful request, right? And if the answer to that is no, or give me a couple of weeks or call me back, it's like, gosh, I lost this person, right? But I've had conversations that if there's almost like a tensness to it, where it's like an offense defense type of situation between me and the customer. Sometimes it's like you could be saying the right thing. It's the wrong time they've just come off a bad conversation. If we can do those two things, I mean, I think that just unlocks a world of possibility for
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