In which we are reminded to focus on differences rather than routine questions when we write our call plans. Read more »
In which we are encouraged (tight budgets notwithstanding) to continue investing time and money in “getting out a bit” with clients and prospects. Read more »
In which we are reminded to engage our clients in a flow of conversation rather than stopping every two minutes to demonstrate how much we know. Read more »
In which we are reminded not to fall for the bait of taking an order just because the customer asked for it. Read more »
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