How to Make a Decision in a Business Setting

Salespeople often hear a problem, recognize it and jump all over it. But if you take a step back and start to know how long it's been in place for what it's done to fix it, you can quickly unearth that actually it might be a massive problem. And then they're confused as to why the deal will go cold. We'll often unlock how motivated they are by looking at their own problems.

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