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Podcast: Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career
Episode: Closing Deals is Easier When Creating Curiosity Through the Perfect Buy-in Process
Description: Curiosity is an intrinsic motivator. You should try to create curiosity for your services as soon as you can in a conversation. People are highly motivated to experience curiosity and it's one of the key elements of a great buy-in process. Consider your favorite serialized show. It probably ends each episode with an irresistible cliffhanger. This is a great metaphor for what you can do within and between meetings. At the end of your next meeting, talk about the impacts of the next step and how you can't wait to go over the...