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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE 26 Get It All Down in Black and White

Shelly shrugged her shoulders and raised her palms as if to say, “What do you want from me? Some things are impossible.”

“I tried doing what you said,” Shelly explained. “You know, making the calls for an hour a day. The problem was that it sounded completely stilted and fake. After a couple of days I gave up. I guess I’m just the kind of person who can’t use a script. After all, scripts really do make you sound canned and unnatural, don’t they?”

That’s what I heard from Shelly during the follow-up session to one of our training programs. Sometimes sales-people (and entrepreneurs, job seekers, real estate agents, recruiting professionals, and anyone else who has to build new business alliances) can get ...

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