When engaged in a conversation with a prospect whether skyping or sitting on opposite sides of your desk, are you engaged in a verbal tug of war?

Competing with the client or prospect robs you of your greatest asset, the information coming from the other person. Your office is your laboratory not your arena.


Make notes of key words.

Discover problems.

Offer solutions.

I know, you hear thus every  morning from your supervisor…

or do you?


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