Resist Selling Harder

When the responses you receive differ greatly from what you expected from a prospect, resist going into the “Hard Sell” mode.

Here’s Why

  1. You don’t have anything invested in their emotional bank. Trust is earned over time so pressing early is a great way to receive an angry response.

  2. You end up burning through your prospects quickly. This means more unhappy people in less time. BTW. Not a good branding strategy.

  3. It’s the definition of insanity. Doing the same thing over and over yet expecting different (better) results.

Instead try to figure out how to become more relevant to the prospect. (e.g. , scour the prospects web site to find similarities between your two businesses.)

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