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Sales Psychology: Ideas for Expanding Your Client Base by Understanding what Your Prospect is Thinking! You’re sitting in a sales meeting and you are looking across the table at a potential client. In your brain, you wonder, “what are they thinking?” What is in their head? When your prospect isn't saying anything, we fill that space by talking. Often, we've talked ourselves right out of the sale without knowing. Why don’t we give that prospect time to respond? Give them time to respond to objections and clarifying questions. These are classic buying signals. In this week's episode, Ursula Mentjes sheds some light on sales psychology and gives you ideas on how to expand your client base. Part One of ‘Sales Psychology: Ideas for Expanding Your Client Base by Understanding what Your Prospect is Thinking!’ If your prospect isn't saying anything, they just want to know if this is right for them. You simply have to help them figure it out. Often, we make up stories about what they might be thinking.  We have to giv