JUST THINKING
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Recent Blogs
Sales and Understanding Motivation
Aren’t you curious about why your prospect booked a time to meet with you? We usually assume that our purpose is to find out what they want—and that’s important—but what
Imagining Change in Sales
A great question to ask your prospect is: “If you could change anything about your current [situation/product/service], what would it be?” When you have your prospect begin to imagine a
What Pain Do Your Prospects Feel?
How long do you wait before you see a dentist when you have a toothache? A lot of people will try to tough it out for a couple days and
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