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135 (Sell): Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
30 Minutes to President's Club | No-Nonsense Sales
The Big No Little Yes
The psychology behind it is, interestingly enough, most people actually don't like confrontation and they don't like saying no to another person. So if you want someone to say yes to something, it's actually easier to get them to say yes if you get them tosay no to something bigger first. It's one of the easiest ways to get executive emails.
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