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Make The Sale Happen Before Lunch by Stephan Schiffman

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RULE 16 Plan Your Key Questions

One of the motivational speakers I admire most is Charlie Plumb. If you’ve never seen him in action, you’ve missed one of our industry’s most effective opening moments.

Charlie’s audience always enters the auditorium to discover an empty stage. Once everyone is seated, Charlie enters the stage silently and sets up two folding chairs about a yard apart. Then he starts pacing back and forth between the chairs, without a word of explanation, and without even acknowledging the audience’s presence.

Back and forth. Back and forth. Back and forth. Any residual chatter or throat clearing in the hall quickly stills, and soon the only noise anyone can hear is that of Charlie walking quietly and intently between the two chairs. ...

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