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The Advanced Selling Podcast
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You Have, It's Up to You
A lot of salespeople, especially ones that haven't been a real formally trained, are afraid to take what they perceive to be a risky move in a sales transaction for fear of losing the deal. If you're going to tell me this is going to get down to price only, I can tell you right now, we probably should end it. We need to tell our listeners that intent needs to be out there in some way in a verbal and verbatim fashion. It's really good. But you have to have it before you can state it, because you have to do both.
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