I was watching myself fall back onto the classic sales approach, with its tired old script: First become likable and build rapport, then explain “fea… - Oren Klaff

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I was watching myself fall back onto the classic sales approach, with its tired old script: First become likable and build rapport, then explain “features and benefits,” next do a trial close, and then fight like an alley cat to overcome all the objections the buyer has come up with.

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Another way to control the frame is to respond to a comment with a small but forceful act of defiance. TARGET: “Thanks for coming over. I only have 15 minutes this afternoon.” YOU: “That’s okay, I only have 12.” You smile. But you are serious, too.

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The two parts of the attention cocktail are novelty and tension, which in a pitch work together in a feedback loop for about 20 minutes until — no matter what you do or how hard you try — they get out of balance and then stop working altogether.

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