Linear selling models create mistrust in a split second – the moment prospects sense that, although you seem to be interested in their problems and issues, you’re actually trying to lead the discussion toward a close. When you do this, you’re coaxing, persuading, and pushing things forward … Which will cause the prospect to put up a wall, the opposite response to what you want.
In this month’s Stump The Guru show, I’ll be diving into the discussion if selling is linear or if it is a “deep-dive”.
