More books by Joey Asher…
“Preview Statement Next, and before you begin detailing your ideas for their project, you should quickly preview the main areas where you want to focus the discussion. This ensures that the discussion doesn’t “bounce all over the place.” It is helpful to focus on the three most important issues that the project faces. For example: (1) We want to focus on three areas today:”
“So how did you get into that business?” People love to tell you their stories. ”What does your business make?” ”Tell me about the manufacturing process.” ”What service do you provide?” ”Any new initiatives you’re working on?” If the prospect loves his business, he’ll be excited about his new venture and enjoy telling you about it. ”How much competition do you have in that business?”
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