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151: Sophisticated Prospecting and the Three Ts of Sales with Tom Barnes

Sales Success Stories

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Are You a Challenger Sale?

"I think a challenger seller is a relationship seller. I think if you aren't, you're just an a hole," he says. "Part of being able to challenge somebody means that you have enough emotional intelligence to be able to position that properly." He adds: "You don't earn the right to ask a question to challenge someone"

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