Many of my clients share with me they don't understand why they're getting "No's" when they meet with a prospect. As I have them walk me through what was said during their meeting, it quickly becomes clear that they skipped Steps 3 (Trust & Rapport) & 4 (Assessing Needs) before they jumped into their presentation.
Think through your last 5 meetings - do you start giving your presentation as soon as you sit down with your prospect? If so, this a typical mistake and the impression your prospect has is that you only care about making a sale and not about the relationship.
To your success,
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