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  CONTENTS >> NETWORKING   Feb/Mar 2004
 
EXECUTIVE SUMMARY

Find the Other Guy's Elephant

Present To Your Prospect's Beliefs -- not To Your Own.

By Bob Burg



We tend to think everyone sees things as we do; "normal," as a friend of Burg's puts it, "is what I am." It's only human and natural to slip into this pattern--and it may well be scuttling your capacity to present effectively to your prospects.
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