#1 The Negotiation
Winning the Challenger Sale
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The Torseless Panic
The fear of running out of time or the fear that as you get closer to the end of the process, the deal might slip away. Why is torseless panic such a judgment, clouding phenomenon for professional sellers in your opinion? It's very easy, even for a more experienced seller or manager to say, "Oh, we shouldn't be giving that discount" And kind of forget that like, when somebody's numbers are on the line, it often comes down to their comp.
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