2Bobs—with David C. Baker and Blair Enns cover image

Assume an Advantaged Player

2Bobs—with David C. Baker and Blair Enns

CHAPTER

Navigating Sales Dynamics

This chapter delves into the complexities of sales conversations from a non-advantaged position, emphasizing strategic questioning to identify decision-makers. It underscores the irrationality in buyer behavior and the importance of direct communication and emotional factors in the decision-making process.

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