SALES CONVERSATIONS VERSUS CHIT‐CHATS You've done the work to build up a lot of energy behind your campaign, and the people you're meeting are already pre‐sold. Many have clocked up seven hours online, bought a product‐for‐prospects, Googled you and read up on your background. That doesn't mean every one of them is ready to buy; it means they are pre‐sold, and pre‐sold people still require a sales conversation in most cases. They might need to talk to someone, get some questions answered, explore some options or simply be reassured. What they don't need is chit‐chat. They aren't interested in
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