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491: Matthew Dixon - Overcoming Indecision, Managing Risk, & Taking Control Of The Conversation (The Challenger Sale)

The Learning Leader Show With Ryan Hawk

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How to Qualify and Disqualify a Customer

High performing salespeople don't chase garbage trucks. They look to qualify and disqualify an opportunity, not just on their ability to buy right. You've got to understand where is the customer indecisive? Where is that indecision coming from? Is it about what to choose? And then are there exasperating factors? Are they hopelessly stime by their own indecision or will never get off the fence?

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