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Technique-reliant

Technique-reliant
Buyers hate being given the sales-centric treatment, so the Default Sales Approach depends upon the use of manipulative methods to overcome natural Buyer resistance triggered by sales-centric selling. Pricing is hidden, questions are objections to be handled, requests are terms to be negotiated, and reluctance is met with hard closing. Holdback In Desired Expertise (HIDE) is the drip-feeding, constraining and withholding of the expertise the Buyer is seeking, to force them or bait them into compliance with the stages of the sales process.
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