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Silence is Golden: On Asking Questions and Listening

Make it Rain! A Column by Erica Stritch

For all you professional services providers charged with bringing in new business or growing current clients, there is a secret, a silver bullet, a key to becoming great at selling professional services. And, believe it or not, it has nothing to do with developing great PowerPoint presentations, having a client list that includes 99 of the Fortune 100 companies, or even being able to talk an Eskimo into buying a refrigerator.

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