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  CONTENTS >> THE CUSTOMER   February 2003

What Do Your Prospects Want?

Four simple steps to connect with sales success.

By Dawn Siebold

Unless a person wants to listen to you, you're wasting your time talking. How to establish that rapport? 1) Give your prospect your total attention; 2) put your prospect at ease; 3) share a personal story; 4) get them talking about themselves.

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