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1. Be compelling.

“Yeah, yeah, every sales guru ever says that, but so few salespeople actually follow through with it. Instead, they fall back on the same tired boilerplate description of who they are and what they do.

From the prospect's perspective — an individual who has sat through dozens of these conversations before — all of the boilerplate simply blurs together, leaving you to become 'just another' advisor. Identify what makes you standout, know what parts of your story resonate with prospects, and enter the sales conversation with a plan to be compelling.”

— John Pojeta, Vice President of Business Development, PT Services Group

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