Evan LaPointe: belief

Transcript context

…We actually had, I don't know if you know this, we had the author of that book on the podcast, Matt Dixon, I think his name. And the Challenger Sale, the idea there is challenge their perspective and view on what is actually real about the market and what they need. Exactly. Yeah. I think yes, there's the challenge component to it, but I think the underappreciated piece of that methodology is that you're still letting that person see the world, but you've given them new information that is breaking some calcification in their brain challenge. It's not the moment of the challenge where all the magic happens. There's moments that occur later that continue kind of putting that calcium, lime and rust melting formula on this expectation or this kind of decision in their mind to the point where sometimes they'll turn around and be like, "Thank you for even telling me this." So the advice here is if you're trying to influence someone, try to figure out what they don't know. Find information that you know they may not know because once they know that and they may be like, "Oh wow, I totally see what you're saying."…

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