1. It’s been right in front of you this entire time.
2. Mastery takes time.
3. Always test their intention to Change.
4. Every deal needs a time constraint.
5. Every sale is comprised of “micro-sales”
6. Discover, don’t tell.
7. Discovery is a process.
8. Specificity makes it more relevant.
9. Self-diagnosing questions are corny.
10. Be direct.. in a friendly / curious way.
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