Zero-Resistance Selling: Achieve Extraordinary Sales Results Using World Renowned techqs Psycho Cyberneti by Maltz Maxwell

Author:Maltz, Maxwell [Maltz, Maxwell]
Language: eng
Format: epub, mobi
ISBN: 9781101660799
Publisher: Penguin Group US
Published: 1998-11-01T00:00:00+00:00

Most top sales pros turn their noses up at canned, scripted presentations. They know that delivering the same presentation to different prospects gets very poor results. Each audience deserves a different presentation, too. The more you know about the group you are going to speak to, the better, so you can customize your remarks. To connect with an audience, customize your speech for that audience. Learn what is going on in their industry or community and target your speech to those timely concerns. Learn the jargon of the group, so you can use a little of it.

On the other hand, do not pretend to be an insider when you are not. This is just another way of trying to appear as someone other than yourself. If you are to succeed on the platform, you must be you. But you can show the audience that you thought enough of them and took your opportunity seriously enough to learn something about them, their business, experiences, and terminology.

Organize to Open Minds

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