3
mine for gold(STEP TWO: ASK PROBING QUESTIONS)
In selling, as in medicine, prescription before diagnosis is malpractice.
You can find street vendors on nearly every corner in New York City.
They set up their tables, roll out their trunks, set up their tchotchkes and fakes, and go to work. They try to entice every passerby. They want everybody—anybody—to buy what they’ve got.
On the other side of the world in my native Victoria, Zack owns a business-coaching franchise. Despite the sophistication that comes with his line of work, his approach to sales was less like Jude’s and more like a New York street hawker’s.
Whereas Jude skipped the agenda and went into interrogation mode—all he was missing was a dark ...
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