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  CONTENTS >> COMMUNICATION   Jul/Aug 2008
 
EXECUTIVE SUMMARY

Clicking with Your Prospect

Communication Tips for Engaging Conversations

By Dianna Booher



Avoid that blank look of disengagement in a prospect’s eye: consider your demeanor; distinguish between agreeing and understanding; use a positioning structure rather than a pitch; make statistics and facts experiential; ask what your prospect knows rather than telling what you know.


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