Chris Voss: Interview with a Master Negotiator
Make It Happen Mondays - B2B Sales Talk with John Barrows
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The Importance of Understanding Your Client's Challenges
Salespeople get off track when they focus on company histories, Adam says. "If you don't know anything about my industry, I got no time for you," he says. Sales people need to research actual challenges as opposed to company histories,. He adds: "Business is more important than friendship"
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