How do I Know If I Have Discovered the Breadcrumbs?
Recognize when you've done enough discovery and moved to a client or prospect's stage.
Eric, when do we know we're on their stage? How do I know I'm actually picking up the breadcrumbs? Another great and extremely important question. What will it look like? When you start discovering, picking up the breadcrumbs and having great responses, you're going to see the individual, your client, your prospect. They're going to start looking at you and they're going to say things such as, "Great question. Good question. I'm glad you ask. Oh my goodness, let me explain." Then you're going to start hearing things like, "Man, I really enjoy talking to you. This has been extremely valuable. I can't believe where the time's gone. Matter of fact, let me cancel my next call." When you're in the middle of their stage, they're going to go, "What should we do? What else can we do?" When you build that partnership, they're going to look at you and go, "I don't have very many people in my life that I can rely on. How else can you help me?"
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