Chris Voss: Interview with a Master Negotiator
Make It Happen Mondays - B2B Sales Talk with John Barrows
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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