John Carlton discusses selling from your heels during a marketing hot seat.
John’s comments:
Selling from their heels is what most people do. They can get somebody up on the fence, get them to say “wow that’s a pretty good product that you have there, maybe I should buy it some day”, and they don’t know what to do. The whole idea of selling from your heels is that people have 1 foot ready to bolt. If you say “this is what I have, this is how much it costs… you really don’t want to buy any, do you?” They will bolt, at the first sign of resistance.
You have to get in touch with your inner salesperson. You have to be a capitalist. You have to step forward and be that guy that I need you to be so that I feel confident, I will trust you to do what you say you’re going to do, and I will pull out my wallet and buy from you…
Spend money with you.
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