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Your experience does not make it reality

Your experience does not make it reality.

What YOU think your prospect thinks, and what THEY actually think are two different things.

Just because you EXPERIENCED a good sales call doesn't mean your prospect came away convinced that your solution solved their problems (current or anticipated) or created a desired opportunity.

I've been in sales meetings where my colleagues high-fived immediately after the call, thinking they had closed the sale - only to be disappointed when the prospect came back with a no.

How you experienced an event isn't always commensurate with how the other party (or parties) in the interaction experienced that same event.

So until you actually have the money in your pocket, save the celebrations for later.


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