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Sometimes just getting that first meeting feels like a major victory. You’ve been dying to work with this client or company for months and you’re finally on their radar. You can’t wait for the first meeting — and neither can they. You’ve piqued their curiosity and they want to learn more.

Except when you actually do talk to that prospect, their enthusiasm starts to wane. They bring up obstacles and no longer seem so motivated to move forward. It all happened so fast that you don’t even know what went wrong.

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