Sales truth: “Value doesn’t lose, friction wins.”
In this brief dialogue, Andy Neary emphasizes a core principle from his book: value itself does not lose in sales; instead, friction causes loss. He argues that salespeople often focus on persuasion tactics—additional calls or meetings—when prospects stall, but the real issue is that they are addressing the wrong problem. The conversation highlights the need for a practical approach to identify and eliminate the obstacles that block value from reaching the prospect, rather than merely trying to convince them.
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Sales isn't a zero-sum game! You can have tough competition and still grab a beer after
