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Who is doing more of the talking?

When talking to your customer, a ratio of 2:1 should be evident throughout; you doing half as much talking as the customer is! Remember to trade your information with your customers’. Your information is valuable to the customer and used well, can help the customer to...

Are you asking more than telling?

We know  that the beginning of the relationship with a customer is critical for all sorts of reasons: Within a very short time both of you will form opinions of each other Customers will vary according to how ready they are to make a buying decision Their previous...