Matt Ryder (speaker) criticises traditional sales tactics such as "option closes" and other high-pressure closing techniques from the 1970s–1980s, arguing they now backfire because prospects have seen them many times. He recommends using straightforward, logical, value-driven pitches rather than trick-based maneuvers that rely on confusion or manipulation.
The sales move that everyone's doing that actually kills deals, I think is like option closes and doing sales tax things that are, you know, from like the 1980s, 1970s, that are meant for lower information prospects. Today, people are being pitched everything so often that I think that you have to have a much more straightforward, logical, driven pitch that kind of actually espouses the value instead of trying to trick somebody into left, right, up, down, red, Black, Visa or MasterCard. It's just not a tactic that works these days because everyone's seen it, done it, heard it, and it's just been played out.
