You don’t just want to have the prospect talk your ear off you want to control the conversation you want to know what you’ve done a hundred times already that year and you really want to pick out the right questions get the right answers mirror those in your presentation make it hit home bring up the things they talked about bring up their pain points and that’s how your decks really hit home and so the custom work blended with audits I think Garrett mentioned it a few times you know it’s taking it to the next level. It’s doing free work up front and that’s how we’re winning business.
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