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Read the full post >> Keenan.

I absolutely love this. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person. . . . the brain finds ways to “reduce our mental workload” and one way is to accept without question (or even to just
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