Avoid knee jerk responses to first impressions. Don’t act rashly, get the facts first. Unless you have been on the spot and spent the time to fully understand the prospect or client’s problems, don’t present solutions. Make sure you understand the problems in the context of the prospect or client’s business, how does it impact them, how would changes effect their business and their people, are they willing and able to change?
Of course, you cannot avoid making judgments. Make sure you check in with your sponsor to ensure you understand what you think you understand. Try to avoid a rush to judgment. Twenty-Eight Articles for Sales
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