Go to any sales training (I've been through a ton of them) and you will be inundated with the same old stuff.
The Ben Franklin close, the sharp angle close, the take-away, distraction techniques.
A lot of that stuff worked well in the 70s, 80s, and even the 90s, but today's audiences are more sophisticated, more cynical and less trusting today than ever before.
So how do we get through to people whose shields are always "up"?Read the rest of this entry »
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