Don’t be took quick to take the bait. Await the revelation not the situation. The latching-on-to-bait approach limits the seller and irritates the buyer. The sale is impeded because the connection is broken. Go beyond the bait. There was a time when sellers were encouraged to listen keenly to a buyer with the sole intention
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Aligning (instead of conflicting) your objectives to that of the buyer, will more likely progress the sale to fruition, faster. What’s the objective of a client meeting? The average seller will dismissively say, “Duh! To make a sale, of course.” The same question to the buyer will yield this sombre response: “To get information”. Conflicting
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