Episode 28: Dealing with the competition
Decoding Sales
00:00
Is That a Compliment Sandwich?
Alex, I notice a pattern that you're using, which is start with the strength, reveal the weakness, close with an alternative strength in another category. So just to codify the whole strategy is like start with a strength that addresses the concern, acknowledge that the concern is real and there's a risk. And then based off of that information, Alex, you're still going to have to take a risk. Is this a risk worth taking? You know, people don't want to be sitting in that conversation feeling like a loser who can't take a little bit of risk.
Play episode from 24:50
Transcript
