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note the mood at the beginning of the session. On a scale of 1 (negative and resistant) to 10 (positive and open), what’s the temperature? Then, at what you think is the midpoint of the meeting, check the mood again. Has it improved? Deteriorated? Remained the same? Write down that number, too. Then do the same at the very end.
To Sell Is Human: The Surprising Truth About Moving Others
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