In
Freight Brokering, Force-feeding works no better with Clients than it
does with kids. A prospect seems eager to work with you. But hold on.
You feel hesitation, then hear over the phone that dreaded sigh of
hesitation. What's the problem? More to the point: what should you do
now? Should you backtrack a bit and probe cautiously? Or should you
try to force the issue with a clever gimmick or trick closing
technique? Play it cool. Don't force. Concentrate on the right
questions to ask to nail down what caused the hesitation.
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