When you immediately establish these three things, they roll up into one simple fact in the prospect’s mind, namely that you’re a person worth listening to. In other words, it makes sense for them to take time out of their busy day, because someone who’s as sharp as you and enthusiastic as you, and who’s achieved your level of expertise, is going to: 1 Get to the point quickly 2 Not waste the prospect’s time 3 Have a solution to their problem 4 Be an asset to them over the long-term In addition, once the prospect has come to this positive conclusion about you, their brain will instantly
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