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StreetSmarts

selling products, not processing, and their customers Coffee is for closers
aren't chewing them down on price, because they
want the technology. "Coffee is for closers," is a famous line from David
Mamet's Pulitzer Prize-winning play, "Glengarry
Work smarter Glenn Ross." In the movie version, Alec Baldwin
plays a motivational trainer who announces that two
While the end game of closing the sale is the same underperforming agents will be fired by the end of the
no matter what, fine tuning one's approach to the week. Most of us work in more supportive settings,
specific situation will ensure success. Work smarter, but the pressure to keep a roof over our heads is real.
not harder. Read Street Smarts. Figure out what you're
going to sell and how you're going to sell it, and build While the goal of closing is the same every time, each
your business around a few products. Refine your deal is one of a kind. That's the beauty of selling. I still
search for partners. Instead of asking companies hear the word "no" every day. It's music to my ears
about their Schedule A, ask about their technology for because it lets me know that people are listening, and
a change. every single no gets me that much closer to a yes.
Be authentic
Want to know more? Keep reading The Green Sheet and
Lose the canned pitch and strive to be authentic and consider following me on LinkedIn, https://www.linkedin.
in the moment. Practice your presentation to avoid com/in/allenkopelman, where we can share ideas and
looking too perfect or polished. Tailor your pitch; support each other.
some prospects are auditory learners and others are
visual. If you flub a presentation, you'll gain trust and Allen Kopelman, a serial entrepreneur, is co-founder and CEO of
empathy by showing that you're human. People expect Nationwide Payment Systems Inc. and host of B2B Vault: The Biz to Biz
to be contacted after a sales presentation, so follow up podcast. Email him at allen@npsbank.com and connect on LinkedIn
with a note, text, email or call, using their preferred https://www.linkedin.com/in/allenkopelman/ and X @AllenKopelman.
channel.

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