I have always seen you as a speaker who has a clear message to give, with arguments well constructed to support your thesis. The passion and conviction with which you express yourself, allied to a cle.. Gavin Hill
Partner in Charge, Financial Advisory Services – Deloitte Central Europe


Be Careful Not to Translate!

Many people who have wanted to improve on their sales skills work very hard on listening better—and then they translate what they heard into their own words! This is well beyond paraphrasing a prospect’s Pain—it’s refusing to use words that are comfortable and familiar to your prospect, and instead using words that are more comfortable to you.

That’s not good!

Notice the language your prospect uses, and try to use that, as often as possible. Remember, selling is not about using words you are comfortable with—it’s about using the words with which your prospect is comfortable.

And she’s comfortable with the words she is using.

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