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154 (Sell): Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)
30 Minutes to President's Club | No-Nonsense Sales
The Negative Effects of Pushing
Kyle: What's one bad habit that you see a lot of sales people exhibiting? You think they need to break because it hurts them more than it helps. So we've touched on this a bunch as a theme, but it's pushing when they should be pulling. Kyle: Instead of saying put on your coat, yes, no coats, no coat, the question is do you want to wear your red coat or your blue coat? It's a technique called red coat blue coat.
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