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Now that your conversation is getting more involved, ask your new contact what separates them from their competition.
This gives them the opportunity to brag about their business which has two advantages for you...
1. you learn more about their business - their products and/or services
2. you learn more about the person - their attitudes and relationship skills
Both of these enable you to make an assessment as to the value of this contact.
What is your purpose in doing a 60 second infomercial?...
The Diamond Rule
Many of us know the Golden Rule - treat others the way WE would like to be treated. And in many areas of life it may well stand us in good stead.