Jun 28, 2019
When it comes to dealing with shunts at this stage of the process, there are really only two varieties: those athat come from Tommie and those that come from VITO. In handling both, remember a principle I've shared with you in an earlier chapter. It's one of those most important of all the VITO rules, and it amounts to a Golden Rule of Shunts.
VITO RULE #27 - You will inevitably be shunted to the person within VITO, Inc. whom you sound the most like.
In other words, if you want to begin your sales cycle with Seemore (and I know you don't), then go ahead and sound like Seemore. If you want to being your sales cycle with VITO, then you'd better sound like VITO. With that important principle in mind, let's look atthe two world where you are likely to encounter shunts: Tommie's world and VITO's world.
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