This is a great newsletter from Frank Rumbauskas: “The KISS Test”
I can’t tell you the number of times that I have heard young sales people so wedded to the “sure fire sales script” that they talked themselves out of a deal.
This is particularly dangerous when dealing with purchased mortgage leads. Remember these customer prospects have raised their hand and showed intent to buy. You need to focus more on your assumptive language and building rapport techniques.
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