Starrett Telescoping Gages

Numerous closing situations now come down to pitching to and attempting to influence an influencer, that it's time to instruct the appropriate way of doing it. A couple of things first. An influencer is defined as somebody who is associated with some way in the decision process - they either help make the decision, or they have to approve your service or product first before they pass it on to other decision makers, etc. The bottom line is that there is somebody above them who weighs in heavily or who has the final say on whether or not to move on with you.

Incidentally, once you begin your demo, it's always a great idea to go back through these questions before you introduce into your pitch. Doing so will give you a head's up as to how it's likely to end. Wouldn't it behave to know the stall before it even comes up? And once it does, here is how you handle it:

Let's destroy this down. The first thing you did (during the qualification stage) was to get clarity over just how much influence your influencer actually had over the final decision. This is an essential step that many sales people actually miss.

Starrett S579h Telescoping Gage Set Set Of Six Excellent Condition Free Ship
Starrett S579h Telescoping Gage Set Set Of Six Excellent Condition Free Ship
105.00
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Starrett No. S579h Set Of Six Telescoping Gages Machinist Tools
Starrett No. S579h Set Of Six Telescoping Gages Machinist Tools
99.99
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Starrett 579 Telescoping Gage 3 Set 579d 579c 579a And Screwdriver
Starrett 579 Telescoping Gage 3 Set 579d 579c 579a And Screwdriver
52.00
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Starrett S229g Set Of 6 Telescoping Gages Gauges No Engraving With Pouch
Starrett S229g Set Of 6 Telescoping Gages Gauges No Engraving With Pouch
119.99
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Starrett No. 579 Telescoping Gages - Set Of 6 - 516 To 6
Starrett No. 579 Telescoping Gages - Set Of 6 - 516 To 6
135.95
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Starrett No. 229 Telescoping Gages - Set Of 5 - 12 To 6
Starrett No. 229 Telescoping Gages - Set Of 5 - 12 To 6
155.95
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Starrett 229a Machinist Telescoping Inside Gage Wbox
Starrett 229a Machinist Telescoping Inside Gage Wbox
24.99
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Starrett 579b Telescoping Gage 12 - 3413-19mm Range New
Starrett 579b Telescoping Gage 12 - 3413-19mm Range New
35.00
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6 Pc Starrett Telescope Gage Set No S579hz
6 Pc Starrett Telescope Gage Set No S579hz
199.99
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Starrett Telescoping Gage Set 2 229 And 579-b W Case 3 Pcs Vintage
Starrett Telescoping Gage Set 2 229 And 579-b W Case 3 Pcs Vintage
45.00
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Starrett No. S579h Set Of Six Telescoping Gages 516-6 Rarely Used If Ever
Starrett No. S579h Set Of Six Telescoping Gages 516-6 Rarely Used If Ever
146.50
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4 Telescoping Gages Brown Sharpe Lufkin Starrett Free Usa Shipping
4 Telescoping Gages Brown Sharpe Lufkin Starrett Free Usa Shipping
33.99
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Starrett 579-b Telescoping Gage  12-34  8 Long Handle Slightly Used
Starrett 579-b Telescoping Gage 12-34 8 Long Handle Slightly Used
40.00
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Starrett No. 579 Telescoping Gages - Set Of 4 - 516 To 2 18
Starrett No. 579 Telescoping Gages - Set Of 4 - 516 To 2 18
76.95
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Starrett 579c Machinist Telescoping Inside Gage Wbox
Starrett 579c Machinist Telescoping Inside Gage Wbox
19.99
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Starrett S579gzs579g Telescoping Gage Set Self-centering
Starrett S579gzs579g Telescoping Gage Set Self-centering
149.99
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Starrett No. 229 Telescoping Gages - Set Of 2
Starrett No. 229 Telescoping Gages - Set Of 2
22.00
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Telescoping Gages Starrett No.s579h Set Of Six Used.
Telescoping Gages Starrett No.s579h Set Of Six Used.
99.95
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Vintage Starrett No.229 3pc Set Telescoping Gages W Case Box
Vintage Starrett No.229 3pc Set Telescoping Gages W Case Box
62.99
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Starrett No. 229b Telescoping Inside Gage 34 To 1-14
Starrett No. 229b Telescoping Inside Gage 34 To 1-14
20.00
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Vintage L.s. Starrett Co. 229 Telescoping Inside Gage W Box Mass. Usa
Vintage L.s. Starrett Co. 229 Telescoping Inside Gage W Box Mass. Usa
17.95
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Starrett 579c Telescoping Gage 34 - 1-1419-32mm Range New
Starrett 579c Telescoping Gage 34 - 1-1419-32mm Range New
35.00
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Starrett No. 229 Telescoping Gage 829a Small Hole Gauge
Starrett No. 229 Telescoping Gage 829a Small Hole Gauge
27.95
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Vintage Starrett Telescoping Inside Gauge Bore Gage No. 229c
Vintage Starrett Telescoping Inside Gauge Bore Gage No. 229c
20.00
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Starrett No. 229 Telescoping Gages - Set Of 3 - 12 To 2 18
Starrett No. 229 Telescoping Gages - Set Of 3 - 12 To 2 18
76.95
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Starrett S579g Set Of Telescoping Gauges Lufkin Usa Range 516-2 18 Machinist
Starrett S579g Set Of Telescoping Gauges Lufkin Usa Range 516-2 18 Machinist
52.07
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Starrett S579hz Telescoping Gage Set Excellent Condition
Starrett S579hz Telescoping Gage Set Excellent Condition
250.00
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Vintage Ls Starrett Telescoping Gage  229
Vintage Ls Starrett Telescoping Gage 229
59.99
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New Starrett 229d Telescoping Gage 50926
New Starrett 229d Telescoping Gage 50926
50.00
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Starrett 579 D Telescoping Gage With Box
Starrett 579 D Telescoping Gage With Box
30.00
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Starrett No. S579h Set Of Six Telescoping Gages Machinist Tools Excellent 579
Starrett No. S579h Set Of Six Telescoping Gages Machinist Tools Excellent 579
188.59
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Starrett No. S579h Set Of Six Telescoping Gages Machinist Tools 579
Starrett No. S579h Set Of Six Telescoping Gages Machinist Tools 579
100.00
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Starrett No. 229 Telescoping Gages - Set Of 3 - 12 To 2 18
Starrett No. 229 Telescoping Gages - Set Of 3 - 12 To 2 18
76.95
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Starrett Telescoping Gage 1-14 - 2-18 Snap Gage No. 579d
Starrett Telescoping Gage 1-14 - 2-18 Snap Gage No. 579d
25.00
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Starrett 579c-12 Telescoping Gage
Starrett 579c-12 Telescoping Gage
104.46
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Starrett 229e Telescoping Gage
Starrett 229e Telescoping Gage
61.19
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Starrett Telescoping Gage Lot 579f 579e 579gz
Starrett Telescoping Gage Lot 579f 579e 579gz
175.00
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Starrett 579b 12- 34 Telescoping Gage
Starrett 579b 12- 34 Telescoping Gage
37.53
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Starrett 2-18 To 3-12 Inch 3 Inch Overall Length Telescoping Gage 2-38 I...
Starrett 2-18 To 3-12 Inch 3 Inch Overall Length Telescoping Gage 2-38 I...
56.01
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Vtg Starrett S579hz 516-6 Telescoping Gages 6pc Original Box Machinist Tools
Vtg Starrett S579hz 516-6 Telescoping Gages 6pc Original Box Machinist Tools
184.99
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Starrett 579e-12 Telescoping Gage  In Stock
Starrett 579e-12 Telescoping Gage In Stock
103.00
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Starrett 579b-12 Telescoping Gage  In Stock
Starrett 579b-12 Telescoping Gage In Stock
91.00
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Starrett S229gz Telescoping Gage
Starrett S229gz Telescoping Gage
225.00
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Starrett 229a Machinist Telescoping Inside Gage Wbox Plus Another Piece -n13.3
Starrett 229a Machinist Telescoping Inside Gage Wbox Plus Another Piece -n13.3
17.00
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Starrett 579f Telescoping Gage New
Starrett 579f Telescoping Gage New
100.95
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Starrett-s579hz No. 579 Telescoping Gage Set    ...
Starrett-s579hz No. 579 Telescoping Gage Set ...
256.99
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Starrett No. 229c Telescoping Gage
Starrett No. 229c Telescoping Gage
25.00
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Starrett 579c 34-1-14 Telescoping Gage
Starrett 579c 34-1-14 Telescoping Gage
40.00
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Starrett 579-f Telescope Gage With Original Box Cleaned At Starrett
Starrett 579-f Telescope Gage With Original Box Cleaned At Starrett
32.00
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Starrett 579-a Telescoping Gage  516-12  8 Long Handle Slightly Used
Starrett 579-a Telescoping Gage 516-12 8 Long Handle Slightly Used
40.00
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Starrett S579hz Telescoping Gage Set 516-68-150mm Range
Starrett S579hz Telescoping Gage Set 516-68-150mm Range
258.00
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Starrett 579f 3-12 - 6 Telescoping Gage
Starrett 579f 3-12 - 6 Telescoping Gage
63.37
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Starrett 579c-12 Telescoping Gage  In Stock
Starrett 579c-12 Telescoping Gage In Stock
95.00
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Starrett 579d-12 Telescoping Gage  In Stock
Starrett 579d-12 Telescoping Gage In Stock
97.00
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Starrett S579h Set Of 6 Telescoping Gages 516-6 Inch Machinist Tool 579 Usa
Starrett S579h Set Of 6 Telescoping Gages 516-6 Inch Machinist Tool 579 Usa
149.99
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Starrett No. 229 Telescoping Gage 2 Piece Lot 2 18 - 1 14 34 - 12
Starrett No. 229 Telescoping Gage 2 Piece Lot 2 18 - 1 14 34 - 12
35.00
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L.s. Starrett 229 12 229 1 Bs 590a 12 Telescoping Inside Gage Gauge Set
L.s. Starrett 229 12 229 1 Bs 590a 12 Telescoping Inside Gage Gauge Set
24.99
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Starrett S579hz Telescoping Gage Set 6 Pieces 516 To 6 Inch Range
Starrett S579hz Telescoping Gage Set 6 Pieces 516 To 6 Inch Range
291.74
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Starrett 579f-12 Telescoping Gage  In Stock
Starrett 579f-12 Telescoping Gage In Stock
115.00
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Starrett Telescoping Gage No. 579-d In Box
Starrett Telescoping Gage No. 579-d In Box
44.96
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Starrett S229gz 12-6 5 Pc Telescoping Gage Set
Starrett S229gz 12-6 5 Pc Telescoping Gage Set
232.04
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Starrett 579a-12 Telescoping Gage  In Stock
Starrett 579a-12 Telescoping Gage In Stock
86.00
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Starrett 1-14 To 2-18 Inch 3 Inch Overall Length Telescoping Gage 2-38 I...
Starrett 1-14 To 2-18 Inch 3 Inch Overall Length Telescoping Gage 2-38 I...
44.39
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Starrett Telescoping Gage 679e-12. 2-18 To 3 12 Original Box Machinist Tools
Starrett Telescoping Gage 679e-12. 2-18 To 3 12 Original Box Machinist Tools
94.99
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Starrett S579hz Telescoping Gage Set
Starrett S579hz Telescoping Gage Set
298.66
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Starrett 579c 34-1-14 Telescoping Gage
Starrett 579c 34-1-14 Telescoping Gage
43.49
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Starrett 2-18 To 3-12 Inch 12 Inch Overall Length Telescoping Gage 12 Inc...
Starrett 2-18 To 3-12 Inch 12 Inch Overall Length Telescoping Gage 12 Inc...
116.91
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Starrett S579hz 516-6 6 Pc Telescoping Gage Set
Starrett S579hz 516-6 6 Pc Telescoping Gage Set
271.99
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Starrett 34 To 1-14 Inch 12 Inch Overall Length Telescoping Gage 12 Inch ...
Starrett 34 To 1-14 Inch 12 Inch Overall Length Telescoping Gage 12 Inch ...
107.59
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Starrett 516 To 12 Inch 4.2 Inch Overall Length Telescoping Gage 2-38 In...
Starrett 516 To 12 Inch 4.2 Inch Overall Length Telescoping Gage 2-38 In...
39.63
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Starrett 12 To 34 Inch 4.2 Inch Overall Length Telescoping Gage 2-38 Inc...
Starrett 12 To 34 Inch 4.2 Inch Overall Length Telescoping Gage 2-38 Inc...
42.27
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Starrett 34 To 1-14 Inch 3-1164 Inch Overall Length Telescoping Gage 2-3...
Starrett 34 To 1-14 Inch 3-1164 Inch Overall Length Telescoping Gage 2-3...
42.42
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Starrett 34 To 1-14 Inch 3.8 Inch Overall Length Telescoping Gage 2-38 I...
Starrett 34 To 1-14 Inch 3.8 Inch Overall Length Telescoping Gage 2-38 I...
43.33
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Starrett 579f-8 Telescoping Gage In Stock
Starrett 579f-8 Telescoping Gage In Stock
116.00
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Starrett 579f-12 Telescoping Gage
Starrett 579f-12 Telescoping Gage
89.99
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Set Of Three Vtg Starrett 229 A B C Telescoping Gages 13-19mm 19-32mm 32-54mm
Set Of Three Vtg Starrett 229 A B C Telescoping Gages 13-19mm 19-32mm 32-54mm
44.95
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Vintage Starrett 229 Telescoping Gage
Vintage Starrett 229 Telescoping Gage
41.21
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Starrett S579h 579 516 To 6 Telescoping Snap Gages Toolmaker Tool Usa
Starrett S579h 579 516 To 6 Telescoping Snap Gages Toolmaker Tool Usa
68.88
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Starrett 229e Telescoping Gage With One Telescoping Arm
Starrett 229e Telescoping Gage With One Telescoping Arm
29.95
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Starrett 579 Usa Telescoping Gage 13in Long
Starrett 579 Usa Telescoping Gage 13in Long
49.99
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Starrett Telescoping Gage Set Model S579h
Starrett Telescoping Gage Set Model S579h
125.00
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Set Of 4 General Tool Telescoping Gages No. 99s Starrett Made In Usa Gage
Set Of 4 General Tool Telescoping Gages No. 99s Starrett Made In Usa Gage
69.99
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Lot Of Starrett Others Telescoping Gage Tap Handle
Lot Of Starrett Others Telescoping Gage Tap Handle
39.99
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Starrett 579d 1-14-2-18 Telescoping Gage
Starrett 579d 1-14-2-18 Telescoping Gage
57.49
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Set Of 6 General Tool Telescoping Gages No. S-99-6 Made In Usa Gages
Set Of 6 General Tool Telescoping Gages No. S-99-6 Made In Usa Gages
89.00
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Machinist Lathe Mill Machinist Set Of Starrett Telescoping Bore Gages Rndcb
Machinist Lathe Mill Machinist Set Of Starrett Telescoping Bore Gages Rndcb
71.99
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Starrett 579a 516 - 12 Telescoping Gage
Starrett 579a 516 - 12 Telescoping Gage
48.99
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Starrett No. S579h Set Of Six Telescoping Gages In Red Pouch C-x
Starrett No. S579h Set Of Six Telescoping Gages In Red Pouch C-x
129.99
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Starrett S229gz Telescoping Gage 5 Pc2.625 In
Starrett S229gz Telescoping Gage 5 Pc2.625 In
231.99
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Starrett S579hz Telescoping Gage Set516-6 In6 Pc
Starrett S579hz Telescoping Gage Set516-6 In6 Pc
259.99
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Starrett No. 229 Telescoping Gages - Set Of 5 - 12 To 6
Starrett No. 229 Telescoping Gages - Set Of 5 - 12 To 6
120.95
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Starrett No. 579 Telescoping Gages - Set Of 6 - 516 To 6
Starrett No. 579 Telescoping Gages - Set Of 6 - 516 To 6
185.95
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General No. S-99-6 Telescoping Gages W Starrett No. 829 Small Hole Gages
General No. S-99-6 Telescoping Gages W Starrett No. 829 Small Hole Gages
135.95
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After you do get their buy in, that's when you can ask if they're going to recommend it and just how much weight their recommendation lugs. After that, you do a trial close on paperwork, etc. You can make this as soft a trial close as you want, the point here is that you intend to take your influencer as far as he/she will let you. The further they let you go, the most likely they'll be a deal later.

Start executing these techniques in your sales calls starting with the qualification stage. The more you find out about the influencer, and their function, the better equipped you'll be to take the close further at the end.

When people see conflict as negative, the results will be negative. When people see conflict as positive, the results declare. It's called the "Pygmalion Effect". Here are some myths that detail why people see conflict as a negative and get the result they expect: