My friend Cam at Veritape forwarded me something interesting recently:

“Last night, I watched an episode of Air Crash Investigations – it’s a great programme which dramatises the unfolding events of classic air crashes. Not overly sensational, honest. Quite a bit of detective work involved, and they mostly concentrate on the investigation side of things.
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I sit across from a certain member of the management team in my company. Every day she receives a number of cold calls.

Here’s a summary of one from this morning (and you don’t even need to hear the salesperson to know exactly what’s going on.)
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Is the prospect ready to buy / move on to the next step? Have you covered all the key points? Do any barriers exist towards the deal being done? Use these questions to find out!
• Does that sound fair?
• Does that sound sensible?
• How does that sound?
• What’s your feeling on this right now?
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