Hello, my friends, and welcome to our practice session.

In our practice sessions, we invite our featured guests to show off their negotiation and conflict resolution skills in a realistic scenario.

In this session, I want you to pay attention to what our guest does and not to what I do,

because while they are trying to show off their skills and teach you, I'm trying to frustrate their efforts in different

ways through things like aggression, annoyance, emotionality, or awkwardness. And then after the

practice session, we debrief and talk about what worked, what didn't work, and what you can use

in your next difficult conversation. All right, everyone, welcome to this sparring session. Of course,

we have Jason Cutter, a cutter consulting group and author of the upcoming book. Jason, tell us the

name of the book again. Selling with authentic persuasion, transforming from order taker to quarterbreaker.

I love it. Couldn't have said it better myself. And so in this sparring session, what we're going to do is we're going to focus on the two techniques, empathetic reversal and the higher authority close. And so Jason's going to sell, is going to try to sell me this software as a service platform that helps us with marketing. I'm going to be a little bit difficult,

and he's going to show us how to use those techniques in a realistic scenario. Sound good?

Yeah, let's do it. It should be fun. All right, perfect. So everybody in this situation,

we've had a couple of preliminary discussions, so it's not just starting from scratch. And now we're getting closer to the

close. And so we're having this call at this point. So Jason, we'll just start off with,

hello, and then we'll take it from there. So Jason, how are you doing today? I'm doing great.

Kwame. How about yourself? How are things?

Doing all right. Doing all right. The summer has finally come around, which is nice. And, yeah, excited to hang out with the kids and then play outside. So can't complain. Yeah, that's good.

Perfect. So I know that last time we spoke, we had gone through a little bit of the process. And I know that you had some questions for me or some things that we wanted to talk about before moving forward.

Yeah. And so just to be candid here, we're we are exploring a lot of different options when it comes to this particular platform. And so I want to let you know it's not just

your platform. We're considering, we're considering two of your other competitors as well.

And so really, when it comes down to it, with the features that you offer, what are some of the

key differentiating factors between you and them?

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