"How can I hit and think at the same time?" Yogi Berra
True right? Not enough time for both. The hours of practice and your natural abilities come together to instinctually respond to the little white ball coming in at you at sometimes triple digit speeds.
When a customer or prospect makes some outlandish statement or asks a difficult question, we have more time to answer than a baseball player reacting to a 100 mph fastball.
Still, your preparation, training, product knowledge, practice and experience all come together instinctively to respond. This response is your wisdom, your value, your reason for being. This is why you have this job, why you are the one to communicate with clients and prospects. The ability to be witty, think quickly, answer honestly, project confidence and integrity, this is why you are successful. You do no react, you do not answer off the cuff, you do not fly by the seat of your pants but you use all your skills to proeject the response needed.
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