#102: From Stalled to Sealed: Winning Sales Strategies For Today
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#102: From Stalled to Sealed: Winning Sales Strategies For Today
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About this listen
This week on WTCS we’re joined by Ted McKenna, founding partner at DCM Insights and co-author of The JOLT Effect, to break down indecision’s impact on your win rates.
Ted and Andee address the key steps sales teams can take to unlock stalled deals and push through to a successful close, even when key players are mired in indecision.
We discuss:
- The major role of omission bias in buyer indecision, and what you can do about it
- Sales techniques for building trust and navigating customer concerns
- Balancing buyer expectations in practical, achievable outcomes — and transformative possibilities
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