How to Succeed When the Sales Goes Sideways

How to Succeed Podcast

Jun 22, 2020•20 min

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Episode description

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 with over 250 locations around the globe. Find white papers, webinars, and more in our free Sandler E-Learning Library: https://www.sandler.com/sell Don't forget to subscribe and leave us a 5-star review in iTunes!

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