October 31st, 2007
The “Wall of Defensiveness” : 7 Ways to Tear It Down Posted By : Ari Galper
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Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a “salesperson”? Curb your enthusiasm. When you come across as overly enthusiastic, especially when you’re on a first call to a new prospect, you immediately trigger sales pressure that tells your prospect, “I’m excited because I just know that you need what I have to offer!” 2.
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