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RAB Research Archive

Let prospects interrupt



It's easy to get so caught up in your sales presentation that you forget to pay attention to the most important person in the meeting – the prospect, of course.

Prospects will often show that they have a question or comment during the course of your presentation. It could be in the form of a verbal, gestural or facial expression.

When this happens, immediately stop and let them interrupt you. What the prospect has to say is always more important than what you have to say.

Source: Sales author Marc Wayshak





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