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RESET: Closing vs. Coaching and Guiding

I’d like to intrigue you today with considering a more effective way to growing your firm and so I’d like to compare and contrast two different methodologies that I see most often employed, particularly when you look at firms offering services or products that are complex in nature to implement. That’s traditional selling, which is really focused on closing, versus connection, which is really focused on account building. A seed I want to plant with you is that at the end of the connections process, your client is actually coaching you and guiding you into the implementation of using your product or using your service.