Application
Deborah talks here about believing in, having faith that you can make empathy happen quickly. Remember that everyone comes to you in a different emotional place. Part of our challenge in sales is to decide after our first connection--where are they in terms of readiness, where are they in terms of being able to acknowledge their need? When your prospect is in a hospital bed, the readiness tends to be greater. The circumstance, concern, and consequence questions you ask--the drill down, climb down the ladder can happen fast.
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