July 2020
Intermediate to advanced
208 pages
4h 21m
English
Follow-up efforts fail when the customer perceives that the approach is canned, rote, and lacking personal connection. If you want to score big and become powerfully memorable, you need to personalize your communication for each individual prospect.
Mary Kay Ash, the founder of Mary Kay Cosmetics, had an approach that gets at the value of personalization, whether you’re selling makeup, new homes, computers, or your own services.
Notice that this advice doesn’t mention product. Great sales conversations go far beyond ...