70/30 Rule worth attention… Talking too much is the biggest mistake an economic developer can make when interacting with the prospect. Especially at the beginning. Landing a prospect is a discovery process. If we are talking, we are not asking questions and listening which is where both the prospect and you will discover what is really important in the decision-making process. Source: Rule # 14, the Sandler Rules: 49 Timeless Selling Principles and How to Apply Them, David Mattson. https://www.amazon.com/Sandler-Rules-Timeless-Selling-Principles/dp/0982255489

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