Why Questions Build Trust and Explanations Trigger Resistance

Most business owners don’t think of themselves as people who "sell". They think of themselves as people ...

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When Prospects Go Quiet: Why “No” Isn’t the Real Problem

There’s a particular kind of silence that creeps into your inbox now and then.Not the dramatic kind, ...

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When Being Too Helpful Costs You the Sale

You’ve spent years building your expertise.You care deeply about the people you serve.And you’re not here to ...

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When Clients Say It’s Too Expensive: Why It’s Rarely About the Money

You’ve probably had that moment...The conversation goes well. They nod, they agree, they seem genuinely interested.You send the ...

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