From the course: Mastering Authentic Influence for Highly Successful Sales

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The magic of “exactly!”

The magic of “exactly!”

From the course: Mastering Authentic Influence for Highly Successful Sales

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The magic of “exactly!”

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- Exactly is the most important word in sales. Here's why, and here's why I know. After 30 years of training client facing professionals and leaders, I can tell you about a magical moment that happens in just about every sales interaction or at least many that are well done. You don't want to miss this moment. Exactly is the most important word in sales because it's the word that over 30 years, I have heard most frequently expressed on the part of a speaker, usually the client, when someone, the trusted advisor, is doing a really good job of listening. When I hear a client say exactly, it demonstrates that they feel excited. Exactly comes from a very effusive spot, it's explosive. And it's as if the client's saying oh my gosh, finally, someone who understands me and when that starts to happen, that's when they're trusting you more and they will make an assumption and this is a really important assumption that they're…

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