03 May 2026
When prospecting, make sure we come in first place.
If we come in second place, we starve.
To finish better, let’s fine-tune our closing sentences.
The secret is to give our prospects an option. When they choose
the option they prefer, the decision has been made.
“If you are like me …, then …”
Why does this rapport formula connect with our prospects?
First, “If you are like me …” helps us form trust. After all,
if our prospects are like us, they will want the same things we do.
Second, we...
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