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6min chapter
132 (Sell): Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)
30 Minutes to President's Club | No-Nonsense Sales
What Is Cunningham's Law?
A lot of salespeople think about their identity as a sales person where they have to come across as like an extremely smart and competent professional. Cunningham's law is the idea that you are more likely to get an accurate answer from the internet if you propose the wrong answer instead of asking for the right answer. And I've tested this out in a small batch with my consulting and I genuinely get a 100% reply rate within 24 hours.
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