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Prepare. They have thought you would be average so they invest little time in pre-call getting ready. They show up to sales meetings without customized value propositions or carefully prepared queries. ‘Winging-it’ is their sales approach.
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Watch the news, look at the newspaper and take all of it in. Hopefully they’ll find a way in order to resolve this issue and the U.S. football season may not be impacted, but no matter what happens we’ll all be better negotiators once it’s over!
