If you do what’s best for the customer. You’re genuinely looking out for what’s best for your customer he goes look: ‘You will lose some battles, but you will win the war.’ and his point was. There’s always going to be people out there that are going to over sell and talk to much and sometimes they’re going to be convincing because they’re willing to say things that are not necessarily true and a customer will bite off on that and you might lose that battle, but in the end you’ll win the war. No matter what process you’re using. If your process includes genuinely doing what’s in the best interest of your customer. You’re not going to fail. The piece of that that’s in every sales process and program that’s out there is asking, what we call probing, which is asking open ended questions. If you’re genuinely trying to do what’s in the best interest of the customer. That is the only thing you would ask. You wouldn’t ask leading questions. If you’re asking leading questions you’re leading them to what’s in your own best interest.
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