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Radio Show - The “Common Wisdom” to Avoid When Selling in a Still-D...
Time-length-icon 42m 35s
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Publish-date-icon March 22, 2012
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EPISODE DESCRIPTION

One of the oldest clichés in sales is: “The Customer is always right.” Well, that might be true, but I can also tell you – and you’d probably agree with me - that the Prospect is usually wrong!

Nonetheless, in today’s hopeful but still nervous marketplace, we tend to give the prospect a lot of latitude and little, if any, attitude. And we do this because the common wisdom is that if you treat people nice, they will treat you nice. But does nice equal sales…?

What if all this “whatever you want” junk is actually LOSING you sales?

In order to address this pressing issue, I asked Matthew Dixon and Brent Adamson, co-authors of The Challenger Sale to join me on my show.

During the interview we covered:

*What can be done to increase sales in a still-down economy?

*What are the 5 types of salespeople? And which one sells the most?

*How can pushing back against a prospect actually accelerate and increase the sale?

*And much more?

Be sure to download your 3 FREE chapters of BE DO SALE by CLICKING HERE!

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