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Playbook: Top 10 moments that change the way we sell
30 Minutes to President's Club | No-Nonsense Sales
How to Break Rapport With Your Prospects
Do not let your need for rapport, the good feelings between you and this prospect that you've developed over the sale, block your advancement of the sale. Repore is a double edged sword. You are not in this to make a bunch of friends. That is actually going to be a side effect of holding your ground. I cannot tell you how many prospects have respected the directness and holding my ground on negotiations. And so do not mistake this. Your job is to sell the right thing to the right customer and help them solve their problems but also make some money for your business.
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