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Shut up
“We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac Eldorado. Anybody want to see second prize? Second prize is a set of steak knives. Third prize is you’re fired.”
– Blake, Glengarry Glen Ross
If you want a course in traditional sales techniques, then watch Alec Baldwin terrorise a sales force in the film Glengarry Glen Ross.
You need a slick patter. You’ll have honed it to the point you can do it in your sleep. For every objection, you have a well-weighted choice of responses. Every step the customer takes, you’re hustling them towards The Close.
And that’s why your customers have a waxy glaze on their faces as you spout. It’s why they hang up on your calls. It’s why they ...
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