074 GUEST: Oren Klaff on Getting People to Think Your Idea is Their Idea
The Art of Sales with Art Sobczak
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Are You Creating Certainty, and Then Using the Flash Roll
The flash roll is a way of communicating to someone that you have solved their problem a thousand times. It's almost a boring exercise to help them out, which is the exact opposite of the approach most people take. Most salespeople are hypercinetic, superenthusiastic and extremely outgoing. They don't need to know anything about the people you're calling. All you want to do is just get the appointment.
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