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If you’re focused on what you’re going to say next. On how to make your argument more solid. On how your point is the valid (and true) one. No matter what your counterparty says, you’ll hear what you want to hear. You’ll listen to either reply or present. And that’s no conversation. The same is with your prospects and customers. If you don’t meet them where they are, if you try to convince them —or influence them— and they’re not at that stage, they won’t hear you. Here’s a work around: Focus on what they’re trying to get. On what they’re trying to say. And see if both you and them are the right fit to work together. Don’t convince them. Help them make the best-educated decision. By letting go if they need to go. |