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5min chapter
1124: Addressing Customer Indecision from the Get-Go with Matt Dixon and Ted McKenna
Sales Strategy & Enablement by Revenue.io
High Performers Want to Build a Trust Gap
High performers are wired to not trust you because they believe you are compensated to oversell them, hide all the bad news and under deliver. So there are specific moments we found in the sale where high performers will seek to bridge that trust gap. Average performers would say, well, brought along Andy is our head of product,. And he has some questions about the product. High performers don't do that for two reasons. They're really good at that stuff based on what you're saying.
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