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Do You Have to Be Aggressive to Make Sales?
By Ari Galper


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A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach.

After one coaching session, one member of the sales team came up to me and said, "Ari, your approach makes complete sense -- but I`m afraid I`ll lose sales if I stop being aggressive and start being passive!"

Whenever I hear a comment like that, I want to scream, because it means that the person just doesn`t yet understand that removing pressure from the sales process doesn`t mean being passive!

But...I didn`t scream. I took a deep breath and then explained that Unlock The Game? is the reverse of passive.

Rather, it`s an active attempt to create pressure-free conversations with prospects.

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