A Recipe for Dealing with Tough Prospects

Have you ever found yourself flustered while trying to have a discussion with a tough prospect? I certainly have. It’s not very enjoyable, and if you’re not careful it can create a mental speed-bump that could hinder your future prospecting efforts. 

I’ve taken the liberty of adapting a recipe outlined by Dr. Karin Tamerius in her recent NYT article: “Your Angry Uncle Wants to Talk About Politics. What Do You Do?” It was geared toward navigating tough political conversations during Thanksgiving gatherings. 

However, her recipe, which consists of five simple steps, can also be successfully applied to dealing with tough prospects. Here’s how…

Read the rest of this article by Matt Oechsli