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Have you ever felt like you absolutely nailed

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an initial sales meeting,

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only to never hear back from the prospect?

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Well, chances are you most likely spilled

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your candy in the lobby.

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Now, what does that mean?

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Too many salespeople walk into that first

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meeting and unload everything,

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their pitch decks,

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their case studies,

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their product sheets,

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videos, whatever it is.

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The prospect walks away thinking they've

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got everything they need.

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You walk away thinking you crushed it.

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But the follow-up never comes.

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When you overshare,

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3 things can happen.

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One, there's no reason for the prospect

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to meet again.

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A lot of things are left unknown.

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You lose control of the message.

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#2, and they interpret your content without

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you. And number 3,

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you look like every other vendor throwing

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brochures at them,

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showing up and throwing up,

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if you will.

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Today's buyers don't want clutter.

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They got plenty of clutter.

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They can look for that all the time.

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They want clarity.

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Instead of dumping content,

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guide the conversation.

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Ask smart questions.

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Share only the one or two insights that

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directly connect to what they care about.

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Then use your collateral later to reinforce

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the message,

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not to replace it.

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Remember,

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prospects don't buy brochures.

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They buy solutions to their problems.

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So keep your candy in the bag,

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if you will,

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until the right moment and you'll have

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a much better chance of closing the

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sale. What about you?

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Have you ever given so much away too

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soon in a sales conversation that it's

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come back to,

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to, to hit you like that?

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Drop your comments below.

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I'm Chris McDonell,

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good selling everybody.