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10min chapter
Ted McKenna: JOLT Effect and addressing the Challenge of Indecision
Make It Happen Mondays - B2B Sales Talk with John Barrows
Navigating Emotional Dynamics in Sales
This chapter explores the vital role of personalization in sales as technology becomes more integrated into the process. It examines the psychological barriers buyers face, such as the fear of making mistakes and the complexities introduced by multiple stakeholders, emphasizing the importance of balancing emotional and factual appeals. Ultimately, the discussion underscores the essential role of sales professionals in guiding buyers through their decision-making journey amidst these challenges.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode