2004 Buyer Prospecting Selling Skills 
Gong.io
DECEMBER 13, 2021
Risk aversion : When I think about risk aversion, I think about Reuben Feffer (played by Ben Stiller in the 2004 RomCom, Along Came Polly). But instead… Your job is to convince your buyer the status quo is no longer an option. Convince your buyer if they remain in the status quo, they’ll incur losses. Endowment effect.
Jonathan Farrington
MAY 21, 2013
Far too many of the “self-proclaimed” social selling experts want you to believe that all your sales people need to know is how to use LinkedIn, and once they do, sales will magically increase. The over reliance on technology is quickly replacing the basic principles of great selling. I don’t need to tell you the answer.
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