Jun 22, 2020
Mike Montague interviews Hamish Knox on How to Succeed When
the Sale Goes Sideways.
In this episode:
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Throw your current proposal out the window
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Don’t let the “sunk cost fallacy” get in your way
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Be emotionally unattached from the outcome
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You can’t lose anything you don’t have
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Empathize with your prospect
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Go back and reset
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You need a new upfront contract
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The rule of three-plus
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How to play hot potato
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It’s just data
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