Actionable tips:

• Pause and assess. Before reacting to a client’s comment or request, take a moment to consider their motivations. Is there more to it than what appears on the surface?
• When an objection comes up, ask questions to understand the underlying concern. This can lead to a deeper connection and uncover new angles for your pitch.

“First, don’t let the power of a first impression sweep you away. Pause and say, ‘Hold on—who are you, where did you come from? Let me put you to the test' ...” - Epictetus

First impressions can be deceiving. That “perfect” lead might not be so perfect. That tough objection might not be a deal-breaker.

Before you react, pause. Ask yourself: What’s really happening here?

Slowing down can help you spot the real problem - before you rush to solve the wrong one. A little patience can turn obstacles into opportunities.

Don’t just react. Investigate.

Remember you will die.

—

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