Chris Voss: Interview with a Master Negotiator
Make It Happen Mondays - B2B Sales Talk with John Barrows
The Importance of Cultural Values in Negotiations
There's somewhere between 70 and 80% of the way through the decision making process before they talk to a salesperson. So we got to find out in the opening conversation whether or not there's any opportunity there at all. The reps who hear what they want to, I think you have it as selective listening or whatever, but I call it happy years, right?
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