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2min chapter
Overcoming Customer Indecision and Challenging Conventional Sales Wisdom with Matt Dixon
Positioning with April Dunford
The Importance of Cooperative Overlapsing
Joel: Interrupting is probably a misnomer here. When you are delivering value and when you are dialed into the conversation, it is a lot of overlapping. You know what one of the biggest negatives was silence time which is funny because a lot of sales people have been taught the pregnant pause. Joel: Just by talking over your customer or doing cooperative overlapping and interrupting and talking more than they do, you will sell more.
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