The Virtues of an 'Emotionally Driven' Sale

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Think about how you interact with your prospects. Are you going from the outside in, or are you going from the inside out? In my experience, most people go from the outside in. They just bombard people with information – technical cut sheets, charts and statistics, and so forth. “Here are all the data. What do you think?” And of course, people are going to say (most often to themselves), “Good grief! I don’t even know what to do with all of this information.”