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The Emotional Journey of Buying and Selling
Episode 140
Published 4 years ago
Description
When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that both are true at different times during the sales process, and we need to adjust accordingly at the right times to close the sale.
Read the transcript and episode notes at http://2bobs.com/podcast/the-emotional-journey-of-buying-and-selling