The time to find out if people don’t have money is before you give them a presentation–not after. And the time to find out whether or not they’re willing to give you some of their money is before you give a presentation–not after. The time to find out everything is before the presentation, not after. […]
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Here’s how you know if you’re making assumptions: You go in, you talk to somebody and then you give a presentation. And then you find out after all said and done, they got a silent partner that they need to run it by. You made an assumption you were in front of the person making […]
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Here’s a secret for you… The only way you’ll know what a prospect is thinking is when they open their mouth and tell you what they’re thinking. And the only way you will know what they’re thinking is to get them talking about what they’re thinking… And the only way to get them to talk about […]
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