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Masters of MEDDICC - Level Up your Sales Teams with Adam Quartermaine - Episode #14
MASTERS OF MEDDICC
The Importance of Working with Detractors in Business Deals
Working with detractors in business deals can be more beneficial than collaborating with those who are indifferent or resistant to change. Detractors often possess unique insights and credibility, having initially been skeptical. By engaging and transforming these individuals into champions for the proposed solution, they can leverage their influence effectively. The process involves bridging communication gaps, potentially through indirect routes, to help them understand how the solution adds value to their organization. Recognizing that detractors are often uninformed about the benefits allows for a strategic approach to change their perspective. Swiftly identifying objections can facilitate a more outcome-oriented mindset, enhancing the potential for future success, even if the immediate response is not positive. The essential strategy lies in viewing obstacles, including detractors, as pathways to growth and opportunity, ultimately cultivating strong advocates for your objectives.
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