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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE 11 Know Your Personal Commercial

“So — where do you work?”“What do you do for a living?”“Tell me about yourself.”

Those are the kinds of questions a brokerage professional I’ll call Martin found himself facing over and over again during a big, glittery party thrown to benefit a worthy charity he supported. How would you have responded if you had been in Martin’s position?

Would you have said, “Oh, I work for XYZ Company. How about you?”

Would you have said, “I handle stock transactions. It’s not really that interesting.”

Would you have said, “I’m a senior investment counselor. That’s the formal title, anyway.”

Here’s the most important question. Would you have improvised each response? In other words, would you have said something different ...

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