Should we Overcome Objections or Validate Concerns?
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Description
Do you want to win the argument or build trust? This post explores the way we approach the concerns that buyers, or their trusted allies, might have. Relates to Touchpoint Leak 5 - No Critical Approval.
Key links to accompany this episode:
The original blog post is here
The Watertight Marketing book (see Chapter 2 and 7)
The Watertight Marketing Test (Foundation 2, Balanced Routine would be low if this is where you need to focus)
Key Words: Touchpoint Leaks, Customer Journey, Sales Process, Marketing Leaks, Marketing Gap Analysis, Marketing Investments, Sales, Veto, Objection Handling, Leak 5, #tweakyourleaks
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