When Your Lead Asks "What's This All About?" By Michael Oliver

When calling a lead, do you ever get asked the question, "So what's this all about?"

Have you been trained to have an answer already made up?

Are you sure you know what it is that your lead is really asking?

The answer is almost certainly no, you don't! And any assumption on your part will reduce any ground you may have gained so far in your communication...

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