Enter the Conversation that’s Already Going On in Your Prospect’s Head

You’ve heard that adage before, haven’t you? It’s akin to walking over to someone, standing beside them, making them feel very comfortable with you, and then gently, subtly, asking them to walk with you. They’ll go along with you quietly and in agreement almost every time. Contrast that with standing far away from someone and shouting to them that they need to come stand where you’re standing or[…]