When working with a prospective client, you can sit there and tell them all day long about how great you are, and three-fourths of what you have to say will fall on deaf ears. Why? The majority of what we say about ourselves in terms of the strengths we bring to the table, our experience, our knowledge, etc., is considered by many people just to be salespeople’s hype. How can you, then, put forth the message about your skills, experience, and professional attributes in such a manner that they…

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