#5 - Break up with the prospect before they break up with you (Richard Harris, Harris Consulting)
30 Minutes to President's Club | No-Nonsense Sales
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The Question Behind the Question
The third point that you talked about is open versus close ended questions. How do you start to pry the prospect open? In a way, that's a little bit more than like, tell me about your business in the next X number of years. There's a thing that I teach called a respect contract and it works all the time.
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