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Go High, Go Low – Adjusting Your Sales Conversation

The Audible-Ready Sales Podcast

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How to Overcome the Seller Deficit Disorder

Many executives are cautious around salespeople. Most buyers do not believe that sellers understand their business and most buyers don't believe that sellers listen very well. Sales people need to overcome this seller deficit disorder in every conversation you have with a buyer, not just executives. The best way to do that is to focus on business outcomes that impacts what you've understood from previous conversations or research.

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