Move The Sale Down The Field
I said it before and I’ll say it again THE SALES PROCESS IS LIKE A FOOTBALL FIELD. No matter where you start on it you’re just trying to move forward towards your goal. Doesn’t matter if you get knocked back, you’re pushing forward with EVERY SINGLE interaction, no matter how big or small the gains are.
Work as many people into the “red zone” as possible, because the more times you get them within scorning range, the better chance you have of hitting than goal.