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Playbook: Finding the Truth When Everyone Is Lying
8:30
Every vendor stretches the truth somewhere in your sales process, and most buyers respond to all of it the same way, forgiving everything or torching a good deal over nothing. In this Playbook, Max Clark sorts vendor lies into three categories, a harmless stretch, one rep's invented promise, and a lie the whole company stands behind, and gives a different response for each. Then he turns the…