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…we have anything in common? » It’s really rude to say, « You know what, I’m not sure if I like you. I’m not sure if you’re a cool company….

…does spill over to your personal brand, but it also spills over into your customers and your prospects. Darryl Praill: So, I’ll give you an example. You may not know…

…I’m actually passionate about. Kevin Dorsey: Like, you need to be passionate about selling, not passionate about like the product or money which we’ll get to. But no, I don’t…

…wee bit, personalizing it. Victor Antonio: Sure! Darryl Praill: But make sure, make sure you know the script first, so that when you’re personalizing it, it’s just your spin on…

…« a rockstar support person really comes down « not to your technical product knowledge, « it comes down to how you can connect with the other person. « It…

…somehow. And I’m like, well, not if it’s a complex sales it ain’t going to do that. Darryl Praill: Not at all. You’re fully a 100% right, you’re a 100,…

…a broad question, but I would love your take on that. Scott Kaplan: Sure. I’m 100% in agreement with you. I see it all the time and not just the…

…two commonalities in this whole journey. There is the prospect, Darryl, in this example, right, but then there’s also the company brand. So in your case, CybSafe, right? So, and…

…comes to listening, you have to be comfortable that, at times, there will be an awkward silence as they ponder the answer or they’re not quite sure. And that’s okay….