Most sellers I know go to great pains to point out to me just how customer-focused they are. They want to make sure I know that they're not pushy or manipulative or sleazy in any way. Yet when they get into meetings with prospective clients, they quickly switch into a seller-centric mode of operation before they even know what's happening. That's exactly what occurred in my sales call with Terry. Before we went in, I asked her to tell me what she'd said to get the appointment.

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