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When you're on the straight line, meaning directly on it, that's where you're doing all the talking. With every single word you say there's one specific goal in mind and that's to move the prospect down the straight line towards the close. Your words have meaning behind them and the meaning is to create a massive certainty in the mind of your prospect as you move him from open to close.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode