Aug 6, 2018
Are you to passive or too aggressive? How you get right in the middle?
In almost every sales process there is, "Controlled tension."
This happens when there is stress around who's controlling the
process, you or the prospect. The reason you should be in control
is because you have the solution, but the prospect
thinks they should be in control because they have the
money. This control tension gives way to the question of,
"how assertive should you be in guiding the prospect through the
In this episode, Bill and Bryan talk about "Passivity" both from a mindset standpoint and a tactical standpoint.
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