Sale Delayed, Sale More Easily Made By Dan S. Kennedy For many years, I’ve been utilizing an unusual, contrarian strategy, of deliberately delaying the selling, in order to better prepare the prospect for buying. I have gotten a few clients to use it, but most frankly resist it and won’t stick with it. I teach it, but I know most won’t accept it. The idea is that selling to a poorly prepared prospect is a stressful struggle for salesperson and prospect alike, so the entire process can be significantly improved by deliberately delaying the sales presentation until elements critical to a
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