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4min chapter
Overcoming Customer Indecision and Challenging Conventional Sales Wisdom with Matt Dixon
Positioning with April Dunford
The Importance of Talking More Than the Customer
John Defterios: Salespeople should be talking more than the customer. He says there's a time for asking and letting 'a thousand flowers bloom' There's also a time to advise and direct customers towards narrower set of options, he says.Defterios: Great salespeople shift gears from telling or recommending at a certain point in sale.
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