#102 - Joining the resistance to create openings (Josh Braun, Founder @ Josh Braun Sales Training)

30 Minutes to President's Club | No-Nonsense Sales · Mar 23, 2022 · 31m

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FOUR ACTIONABLE TAKEAWAYS

Label and agree with objections to lower the zone of resistance.

Create an opening by asking “what’s your take on [something they can’t do]”.

Highlight business impacts by asking “are you aware of [relevant insight]”.

Stop reacting and pitching. Instead, lean on humor and interest.

PATH TO PRESIDENT’S CLUB

Founder, Josh Braun Sales Training

Former Head of Sales @ Basecamp

Former VP of Inside Sales @ Jellyvision

RESOURCES DISCUSSED

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