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There is an optimal order for how we like to buy. Step one is listening and learning. Break the ice,...
WatchThe fastest way to get to the next step is to ask for it. A face-to-face ask is 34x more...
WatchBuilding a project with the prospect taps into the Ikea Effect; we buy into what we help create. Making incremental...
WatchCuriosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in...
WatchThis week we are talking about how to create curiosity. This is a really interesting topic because hardly anybody...
WatchToday we’re talking about how to break up information into digestible and attractive portions, and how to deliver those portions...
WatchIn our last episode, we talked about how to introduce cliffhangers to create excitement and anticipation between meetings. Today, we’ll...
WatchFirst impressions are a very powerful thing. When you first introduce yourself to a new client or prospect, it’s better...
WatchToday we’re talking about how to add value to your interactions with clients when there’s nothing to really purchase in...
WatchCuriosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in...
WatchMo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda...
WatchMo asks Sandy Lutton: What is a business development story that you are really proud of? One moment in particular...
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