Brilliant Persuasion

How often, when in a client meeting, have you found yourself preoccupied and drifting off, allowing others to take the lead while you are supposed to be paying attention? Have you ever felt disconnected from your prospect and lost in your thoughts?

Up to now, we have targeted our attention towards our prospective customers and the questions we ask them to acquire information and, most significantly, plant suggestions. While always appreciating the importance of asking powerful questions of others, preparation and focus are fundamental to your success. To facilitate higher degrees of both, in this chapter, we are going to direct our attention ...