#102 - Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)

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FOUR ACTIONABLE TAKEAWAYS

• Label and agree with objections to lower the zone of resistance.
• Create an opening by asking “what’s your take on [something they can’t do]”.
• Highlight business impacts by asking “are you aware of [relevant insight]”.
• Stop reacting and pitching. Instead, lean on humor and interest.

PATH TO PRESIDENT’S CLUB

• Founder, Josh Braun Sales Training
• Former Head of Sales @ Basecamp
• Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED

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• Things you can steal