Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation by Schultz Mike & Doerr John E

Author:Schultz, Mike & Doerr, John E. [Schultz, Mike]
Language: eng
Format: mobi
Publisher: John Wiley and Sons
Published: 2011-02-24T16:00:00+00:00

Employ Indifference by Reversing Direction

Reversing direction is a strategy that communicates and employs the concept of indifference. You can reverse direction:

Early in a conversation

“We’ve been talking for a while now and I’m not getting the sense that there’s anything that’s grabbing you. If you feel like you’re getting everything you want out of the area of budgeting and financial control, and you don’t feel the opportunity is here at all to make improvements, perhaps we should end the conversation now, and save the time for both of us.” (Pause)

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