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6min chapter
How To Actually Challenge Customers | John Barrows | 30MPC Hall of Fame
30 Minutes to President's Club | No-Nonsense Sales
Challenging Customers Strategically
This chapter focuses on strategies for effectively challenging customers during their decision-making process by understanding their criteria and guiding them through vendor evaluations. It emphasizes delivering value over discounts, fostering transparency, and aligning strengths to enhance customer satisfaction and implementation success.
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