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Never Care More About the Sale Than Your Prospect Does
A simple, powerful point to remember—never care more about making the sale than your prospect cares about making a change. Put another way, never want the sale more than your prospect wants their problem solved.
Try to detach from the results of your efforts. Focus on your process: qualifying, digging deeper and uncovering, having meaningful conversations. Pay attention and really notice when you're getting excited, presumptuous, or a little too attached. Let go of the outcome, for the sake of your sales practice and your well-being.
Onward.
Tom
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