A sales lesson from the speaker's father: pulling back and seeming less interested makes prospects want you more, like courting someone at a bar. But you still have to follow up and stay engaged.
It's funny, this is something my dad taught me, is that when it comes to sales and doing this, it's kind of like courting a girl at the bar. It's funny because the more you pull away, you don't want them, the more they seem to want you if they're motivated. With situations like that, we kind of are just pulling away. No, not interested. And then we'll see. Now we still will follow up and check in.
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