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Use a fit process to fast-track new clients to advocacy
2020-01-24 • 20 second read

Many of the most successful professional advisors I know have increased their persuasive impact by radically altering their sales process with prospective clients. These advisors (many of whom used to be salespeople) have evolved into professional consultants; they now strive to attract new clients rather than chase them. Instead of using the old-school sales process to close business, they use a fit process to fast-track new clients to advocacy.

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