096 Avoid Tom Cruise's Mistake: Stop When You Have Them at Hello

Remember in the movie, Jerry Macguire, Tom Cruise's impassioned make-up speech to his wife? And then after finishing she says, "You had me at hello."

That is similar to what salespeople do every day... talking too much, when the customer already is sold. Often with negative outcomes.

You'll hear what to avoid, and what TO say to close the deal, and not "buy it back."