16d • General discussion
It's Not Over
The meeting isn't over just because you're standing at the door.
The "Columbo Pause" is a masterful way to secure a "Small Yes" when the "Big Yes" isn't quite ready.
By using the words, "Just one more thing..." as you are about to leave, you catch the other person with their guard down.
It is the perfect moment to ask for a referral, a review, or a commitment to a follow-up.
Never leave a room with nothing.
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It's Not Over
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