"Powerful Meeting Preparation" by Andrew Sobel

"People tend to make two fundamental mistakes in their client meetings. First of all, they radically underprepare. And secondly, because of that, we're too focused on our message, on our outcomes, on our facts & figures, on meeting our sales goals. And that comes across very strongly. Clients can smell that a mile away. So, the meeting really has to begin hours, days, or even weeks before."

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