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Have you ever been working out a problem with someone…
- a boss
- a friend
- a spouse
and they essentially announce, “Got it!”
Then they check out of the conversation – even though you’re still talking?
It happens in sales, too.
A salesperson thinks they’ve understood the prospect and starts thinking solutions and dollar signs.
Meanwhile, the prospect is feeling:
- slighted
- misunderstood
- not validated
What do you think the prospect will do next?