Bob Burg

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

So, Berg's Law of the Out or Back Door simply says the bigger the out or back door you give someone to take, the less they'll feel the need to take it. So, you don't necessarily give them that out so that they'll take it, although if they think they should, they will, which that would make sense. But no, you do it so that they feel comfortable enough with you and the situation that

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?

that they don't feel pressured and they don't feel the need to take that out or backdoor. So even saying something, let's say you have a prospect, a sales prospect, and you're in front of that person and they kind of come to the table, kind of defensive and it's, well, don't Don't think I'm going to buy anything necessarily from you. I'm not some easy sell. Why did they fit?