Jun 22, 2020
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
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