{"id":12356,"date":"2020-06-23T12:32:28","date_gmt":"2020-06-23T12:32:28","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-to-succeed-when-the-sale-goes-sideways-podcast\/"},"modified":"2022-10-18T16:10:46","modified_gmt":"2022-10-18T16:10:46","slug":"how-to-succeed-when-the-sale-goes-sideways-podcast","status":"publish","type":"post","link":"https:\/\/sandler.com\/podcasts\/how-to-succeed-when-the-sale-goes-sideways-podcast\/","title":{"rendered":"How to Succeed When the Sale Goes Sideways"},"content":{"rendered":"\r\n<p>Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.\u00a0In this episode:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>Throw your current proposal out the window<\/li>\r\n<li>Don\u2019t let the \u201csunk cost fallacy\u201d get in your way<\/li>\r\n<li>Be emotionally unattached from the outcome<\/li>\r\n<li>You can\u2019t lose anything you don\u2019t have<\/li>\r\n<li>Empathize with your prospect<\/li>\r\n<li>Go back and reset<\/li>\r\n<li>You need a new upfront contract<\/li>\r\n<li>The rule of three-plus<\/li>\r\n<li>How to play hot potato<\/li>\r\n<li>It\u2019s just data<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.\u00a0<strong>Find white papers, webinars, and more in our free Sandler E-Learning Library:\u00a0<a href=\"https:\/\/www.sandler.com\/sell\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.sandler.com\/sell<\/a><\/strong><\/p>\r\n\r\n\r\n\r\n<p><em>Don&#8217;t forget to subscribe and leave us a 5-star review\u00a0in\u00a0iTunes!<\/em><\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.\u00a0In this episode: Throw your current proposal out the window Don\u2019t let the \u201csunk cost fallacy\u201d get in your way Be emotionally unattached from the outcome You can\u2019t lose anything you don\u2019t have Empathize with your prospect Go back and reset You&#8230;<\/p>\n","protected":false},"author":167,"featured_media":12357,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1204],"tags":[1484,1026,1118,1135,1230,1105,1178],"class_list":["post-12356","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcasts","tag-podcasts","tag-prospecting","tag-sales-approach","tag-sales-development","tag-sales-podcast","tag-sales-process","tag-up-front-contract"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Succeed When the Sale Goes Sideways - Sandler<\/title>\n<meta name=\"description\" content=\"Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. 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