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Episode 95 - 3 Moments Sellers Talk Themselves Out of a Sale
By 1971, Blue Ribbon Sports had spent years building an American market for Onitsuka’s Tiger running shoes. Then Onitsuka came to Phil Knight with an ultimatum: sell us a controlling stake in your company, or we take our shoes to another distributor. Knight held his response, bought time, and got on a plane to Japan to find a new factory. By 1972, Blue Ribbon was selling shoes under its own brand. They called it Nike.
The objection that created Nike opens up a bigger idea: you can never listen your way out of a sale, but you can talk your way out of one.
In this episode, we break down the…
The skinny
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