“So, again, during the front half of the sale, you first take immediate control of the sale; then you use that control to gather massive intelligence, which entails asking highly specific questions, which I’ll map out for you in advance, to make sure that you’ve gathered all the intelligence you need—and I’m going to circle back to this later, because, starting tomorrow, you’re going to be asking a lot more questions than you used to. “And next, as you’re gathering all this intelligence, you’re going to do it in a way that allows you to build massive rapport with your prospect at the same
...more
