The Importance of Invisible Scripts in Sales

Sally Kohn: There is a time and place for friction. You mentioned unhealthy friction and then healthy friction. Can you provide some more context than to the difference between those so people kind of understand?Kohn: I would say as a whole sales people, we should probably have less friction in our sales cycles. But yeah, can you explain the difference betweenthose two and why one is preferable over the other?"