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This is episode 259.

Read the transcript on the Sales Game Changers Podcast website.

CHRIS\\u2019 TIP TO EMERGING SALES LEADERS: \\u201cIf you haven\\u2019t read\\xa0The Challenger Sale\\xa0go do it right now. If you have read it, go back and re-read the section on \\u201cA New Model for High Performance,\\u201d in Chapter 2. It talks about the value that you bring when you bring insight to your clients. If you\\u2019ve read The Challenger Sale, go back and read that part. If you haven\\u2019t read it, go read it. Bringing value to customers who are struggling right now will set you apart.\\u201d

WILL\\u2019S TIP TO EMERGING SALES LEADERS: \\u201cPractice doing Question Trees. Think about the bold open-ended question you want to ask, then think about the possible answers they could give you, and then think about what your response will be, given those answers. That\\u2019s going to empower you not only to be prepared to ask the question but to respond to the answers. You do that today, you are going to get to the honest answers you deserve as a sales professional in order to move your deals forward or out.\\u201d