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thenewgreen · 4295 days ago · link · · parent · post: Author Interview: Restaurant Critic Marilyn Hagerty, Author Of 'Grand Forks' : NPR
I take a three-step approach to calling on a new business. 1. I ask about their establishment -I want to learn as much as I can about them. 2. I ask about their goals and 3 I ask what the obstacles are to achieving those goals. Those three things are literally enough for me to sell anyone. Establishment
Goals
Obstacles I call it the EGO process. The "obstacles" part is what your acquaintance is referring to as "fear."