Timeless Sales Principals and Fundamentals w/ Mike Weinberg
The Manufacturing Executive
Let’s get real or let’s not play
In his book 'Gap Selling,' the author emphasizes the importance of pushing back on customers and not simply following their demands. By focusing on both getting the best outcome for the customer and giving yourself the best chance of winning the deal, you can level the playing field and stand out as a confident and knowledgeable salesperson. This approach can even lead large companies to yield to smaller suppliers who aren't afraid to challenge the status quo.
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