7
take their temperature(STEP SIX: TRIAL CLOSE)
Never test the depth of the river with both feet.
Do you want to be a pushy salesperson?
Of course not. Even plenty of extroverts cringe when it comes to the hard sell. No one actually wants to do it. So why does the traditional approach to sales teach us to be aggressive?
It’s to solve the same problem we all face when selling to people: their basic fear of loss. People would rather make no decision than make a bad one. They’d rather hang on to what they have than risk it in order to gain something better. It’s where we get the saying, “A bird in the hand is worth two in the bush.” It’s safer to keep what they’ve got (i.e., their money) than to trade it for something better (i.e., ...
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