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Articles

Additional Element of Connecting with Prospect

Parent Category: ROOT
Monday, 25 July 2011
Published Date
Written by JB Brocato
I agree that success as a rainmaker means you have to differentiate yourself. I would add a focus on one additional very important element, namely the development of the relationship with the prospect. Connecting with your prospect also extends beyond the questions. You have to do something truly unique to break the mold of what they are used to. Much of this can be done through the actions of your follow-up. Show them that you listened to what they shared and take an interest in building a mutually-beneficial relationship with them, which has the potential of lasting for the long term, way beyond the initial sale.

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