188: The 5 Reasons Why You’re Not Closing Deals
The Predictable Revenue Podcast
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Building Rapport in the Pre-Call Piece
It's important to build rapport at the beginning, and a lot of people feel very uncomfortable about that. If they're naturally relational, then you want to maybe expand the building rapport. I recommend disc profiling: Categorizing people into four different colors based on what their natural preference is. And if in doubt, we encourage people to think, would I do this in a live environment in a boardroom?
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