CHAPTER 5
Wait: The Conversation Starts with You
“You usually have to wait for that which is worth waiting for.”
—CRAIG BRUCE, Canadian software developer
When does the sales conversation really start? If you are focused on Them, your buyers, and following the WIIFT sales system, it starts before you engage or connect with your buyer. It begins with your self-discipline to Wait before jumping into the conversation.
Wait is the only step of WIIFT that you complete before initiating contact with an existing buyer or a new prospect. Waiting keeps you from losing yourself in a robotic process. Waiting helps you remain genuine and makes your conversation ...
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