1. Avoid answering the question you think the prospect is asking.
2. The clearer you can get the prospect to define those outcomes, the easier it is to sell.
3. Be strong at letting go.
4. Challenge their answers to find the Truth.
5. Curiosity paves the way for additional (and important) context.
6. Everything can’t be a priority.
7. Ironically more constraints will train you to get better at managing the moment.
8. Empowering your people can pay off big.
9. You want the deal.. but don’t need it.
10. Keep it moving, chum.
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