I enjoyed the article by Ben Stein on his ‘how to lose a deal’ list. Out of Ben’s top 22, my favourites:Ben Stein, How Not to Ruin Your Life

3. You learn from talking far more than you learn from listening. Talk all you want, but don’t bother to pay attention to anything your customer says. He’s just a bore.

5. Don’t sweat the details or the small stuff, like year-to-year increases in rent or other charges. You’re way too important to worry about trivia, and let your customers know it.

18. Never do any research or any footwork about a client. You’re a cool, Ferris Bueller type of guy. You can always wing it. (This one personally drives me crazy. The MacKay 66!)

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