A takeaway from my talk yesterday: just like you script deploys, you should script sales calls/qualifications/proposals.
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Similarly, and hat-tip
@Steli, you pre-cache answers to customer objections and recite them verbatim rather than calculating as needed. -
If you've got the gift of gab, extemporize an answer for "That costs too much." Otherwise, think up a really good answer and PRACTICE IT.
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