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PreSales Unleashed | Sales Engineering im B2B Software Vertrieb Podcast
Embracing the conflict in sales - a conversation with Matt Wolach (076)

Embracing the conflict in sales - a conversation with Matt Wolach (076)

PreSales Unleashed | Sales Engineering im B2B Software Vertrieb vor 4 Jahren

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37:28

Your customer has bad ideas. We all do. Example? How does a PoC
with two vendors for a 30k project sound? So you want to lay out an
alternative path. One that is more effective for all involved. But
this is a conflict and it needs to be managed. Matt suggests a
simple formula: Feel - Felt - Found Show understanding: “I see you
feel this way about XYZ” Plant social proof: “Others have felt the
same way” Sway to better plan: “What they have however found, is
that ABC” This is just one of the MANY nuggets Matt has shared with
us on the show On this episode of the Sales Excellence Podcast, we
also discuss: Fear of discovery Get access to decision makers
Building your champion Embracing the conflict Draw out objections
Repetition as the path to confidence … and so much more ️ Matt
Wolachs Podcast: https://bit.ly/3Iq7fLZ ️ Matt on LinkedIn:
https://bit.ly/3DlxNdP ---------- Viel Spaß & Inspiration beim
Zuhören wünschen dir Jan & Tim ️ Unverbindliches Kennenlernen:
https://serockstars.com/#book Free PreSales Downloads:
https://serockstars.com/downloads Discovery Training:
https://serockstars.com/discovery ARRtist Circus Berlin – das
PreSales Event in DE: https://www.arrtist-circus.com/presales-track
Webseite: https://serockstars.com/ Online-Shop:
https://discodeck.shop/ PreSales Buch: https://amzn.to/3xErqQ9 Du
möchtest dich mit uns austauschen? Jan
https://www.linkedin.com/in/janerikjank/ Tim
https://www.linkedin.com/in/tbroemme/