As rapport, interaction and trust gathers steam, you can feel the enthusiasm. One of the best things to do at this point is to not deviate. Keep feeding the self-motivation. Help them come to their own conclusions. One of the masters of this is Randy Schwantz, an exceptional presenter and consultant and the author of The Wedge. Randy’s epic statement, “For you to get hired, someone else has to get fired” is as good as it gets when it comes to attracting a client that closes you, instead of chasing a prospect trying to close them.

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