159: Don’t Create Noise, Break Through the Noise with Gong’s JC Pollard
Sales Success Stories
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What About This Is So Exciting, but I Just Love the Idea
If you're sensing something, address it, call it out, label it and into your point. Leave space for them to articulate or to sell themselves. I think everyone is a bit uncomfortable with silence. So if you have the discipline to let your buyer fill it rather than you fill it, you start to really extract some key information.
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