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Sales calls are like letters. The opening line determines if they keep reading… or check out. And on a call, your “opening line” is the first three minutes. Most pros fail here. They start with their own energy, not the prospect’s. They force the pace instead of syncing to it. By the time they realize the buyer is guarded, it’s too late. The fix is simple. Mirror them. Match their tone, pace, and presence. Then ask the one question that matters: “What’s your biggest challenge right now?” This ge
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