June 23, 2020 by Sandler in Prospecting & Qualifying
Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode:
- Throw your current proposal out the window
- Don’t let the “sunk cost fallacy” get in your way
- Be emotionally unattached from the outcome
- You can’t lose anything you don’t have
- Empathize with your prospect
- Go back and reset
- You need a new upfront contract
- The rule of three-plus
- How to play hot potato
- It’s just data
The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies.
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How to Overcome Prospecting Mistakes and Increase Your Sales Pipeline
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