The Incredible Pitch

I’m traveling for business this week (I’m in Tewksbury, MA as I type) and heard a sales discussion in the lobby this morning.  One salesperson was working hard to convince 2 others about, well, I’m not sure the exact pitch, but it did involve purchasing produce.  Hear is what caught my ear during the salesperson’s pitch: Nobody knows more about tangerines than Jim… Absolutes = unbelievable.  Absolutes like  always, never, nobody, etc. trigger an effect in prospects to disprove or doubt it especially if they are not familiar with the absolute being stated.  Jim may know more than anyone else, but I am skeptical.  Instantly I start wondering about who… Read More

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