Helping A Prospect Get To Know You Helping A Prospect Get To Know You – Homework Summary 1. Review the 7 areas to build stronger rapport during your B2B contacts and interactions. 2. Practice the strategies provided for each area using the role play scenarios....
Helping a Prospect Like You Helping a Prospect Like You – Homework Summary A better way to phrase “getting people to like you” is “getting people to enjoy working with you.” When you interact with clients and colleagues productively and...
Helping a Prospect Trust You Helping a Prospect Trust You – Homework Summary 1. Review the Trust-Building Guide: Your homework is to review the trust-building guide carefully, ensuring you understand and can apply the key behaviours in your customer...
Identifying Gaps Identifying Gaps – Homework Summary 1. Review ‘3 Great Reasons to Identify Gaps’, ‘Example Questions’ and Open-Ended and Close-Ended Questions. 2. Review the Instructions for Creating and Refining ‘at the Surface’ questions. 3. Practice using...
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