21 August 2005


Before you walk into a meeting, send an email or start a call, take a minute to think about what you want to achieve.

1. WHO are you talking to? This is the decider, your prospect, the person who, by direct action, can get you the result that you want.

2. What do you want that person to DO? This is your call to action – the single, specific action you want him to take.

Let me know what happens.

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