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Getting a would-be client to be committed to your service starts with questions, says Kurt W. Mortensen in Maximum Influence (AMACOM): “Simple phrases such as ‘I need your help,’ ‘How would you do this,’ ‘Do you think I’m doing it right’ or ‘Do you have any ideas’ can immediately spark the interest of your listener,” Mortensen says. “Watch how the other person brightens up when you ask for his or her advice.”
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