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PRSA 2017 Counselors Academy Conference

May 7–9 | Seattle

Monday, May 2 | 3:15–4:15 p.m. | Breakout Sessions: Set IV

“Tough Love: It’s the Hard Questions That Seal the Deal”

Is it better to take the RFP literally and give prospective clients exactly what they ask for, or to go “off brief” and tell them what we think they need to hear? While agencies often opt for the safe and easy route, more often than not it’s the one that dares to challenge the prospect that comes out on top. During this session, learn how to ask the right questions at the right time and turn a pitch into robust conversation that earns the prospect’s lasting appreciation and love.


Jack Vincent, sales consultant, speaker and author of “A Sale is a Love Affair: Seduce, Engage and Win Customers’ Hearts”