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Episode 3: The Most Important Strategic Decision To Make In A Sale

by Doug Davidoff | Jul 25, 2019 2:00:00 PM

If you want to shorten the sales cycle, the first thing you have to do is slow down the sales process. You have to strategically decide where you want to establish the resistance to making a decision. Instead of putting it at the end, we discuss why it's beneficial to move the resistance as far up as you possibly can in the conversation. Because at the end of the day you aren't making one sale, you're making three different sales. 

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