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Your ego is an avid interpreter. It is so quick to interpret events as 'bad' or 'good,' 'wrong' or 'right. ' It never fails to see 'the little picture.
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Jeffrey Gitomer
If you find common subjects or interests with a prospect, you can establish a business friendship. Ask about a diploma or picture. Your prospect will be glad to talk about what he
she just did or likes to do. Try to captivate him or her in intelligent conversation with engaging questions about their interests. It's obviously better if you're versed in the subject, because that's where rapport is established. Get the prospect to talk about their passions and what makes them happy.
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