Key Highlights Include: Having empathy in relationships (9:06)Processes in sales (11:56)Communicating effectively with a buyer (20:28)Building processes (24:51)In addition, Ian provides suggestions and techniques. to ensure effective communication with buyers, such as  the importance of asking questions to understand the buyer's definition of terms like "big problem."  Tune in to this episode of the Art and Science of Complex Sales Podcast with Ian to learn tips and tricks to ensure effective communication with buyers!

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