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"Understand the Mindset of the Person You're Calling"

 

(Approx. listening time: 3:49) Download .MP3 file here

 

 



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August 29, 2015         Quote Of The Day

"If your prospect says, "You'll need to present your information to me and then I'll present it to my manager," you can say: "That's not a problem. (Gentle pause.) I think your process makes sense. I'd like to reassure you that it's against our company culture to ever pressure anyone. We really try to be a resource to answer any questions and I'm wondering whether there's anything I can do to help you feel comfortable with our possibly collaborating to discuss your manager's issues before you meet with him?" "

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