"But Bill, you say I need to be detached–but I don't want to appear uninterested!?"
Well of course you don't. I don't want you to be uninterested either. It's just that I want the prospect to feel the pressure to admit their problems to you, prior to you feeling pressure to solve them.
Here is a brief interview that Bryan Neale and I did with Mike Donahue (Newgrange Consulting). It's about 6 minutes long.
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