Here’s a handy tip to enhance your influence. Before providing information, offer a “teaser” benefit. Then ask if it would be “useful” for them to hear about it. For example, before you describe your company’s background, you might say, “It’s important to know that the people you do business with are well established, so you’re not left in a lurch. Would it be useful for you to hear about the company’s background?” Now, you’re not perceived to be “selling.” Instead, you’re providing information that’s useful.
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