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Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: Why The Increase In Technology Is NOT Helping Increase Win Rates
Description: "Most salespeople aren't willing to make any changes at all because they are entirely self-serving", says #ChrisOrtolano, and I agree. Service is understanding both sides of an opinion to be able to reconcile both sides of an issue. You must be able to have a productive disagreement. Sadly, too many salespeople see the customer as their adversary and when things go wrong, they blame the customer.
Understanding who you are talking to creates an opening for them to want to understand you. A powerful opener for understanding is telling 2-way stories which inspire the other person to...