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Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime by David Rich

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CHAPTER 3

Taking the Cold Out of Cold Calling

In any relationship, the most important moment is the very first time you have any type of contact with the other person. The reason this moment is so important has already been stated, and that’s because first impressions stick. However, it’s more than just the fact that they stick. First impressions are the single biggest opportunity to be contagious. In a personal relationship, you want sparks to fly. In a business relationship, you don’t necessarily want the same kind of sparks to fly, but you do want to capture the person’s interest. You want sparks of interest instead of sparks of romance but sparks nonetheless.

We live in an age when attention spans are short and the window to pique people’s ...

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