237New Marketing Reality 3You can’t kiss someone who is backing away from you. The best kissers are
always leaning forward. That’s what you need to get prospects doing... leaning
toward you. (Not trying to sell people who are backing away from you—like so
many people do.)
The problem is that it is so infrequent that salespeople are in front of hot
prospects that they have to rely on high pressure tactics. What if you had dozens,
hundreds or even thousands of prospects filling your pipeline? You wouldn’t have
to use silly closing tricks to close the sale.