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1. Avoid The Kill Shot

2. I used to play a lot of racquetball a few
years ago.

3. There as a gym that had a "challenge
court" with a glass back wall.

4. You'd write your name on a list, and
play whoever won the current game.

5. The most I ever won in one night was
three games in a row. Meaning I beat
the next two guys that had "next."

6. One particular game (that I lost) was
memorable.

7. I was very young, in my early twenties.

8. The guy I was playing was older, in his
sixties.

9. And he absolutely killed me.

10. I would run all over the place, and try
to make a "kill shot" with pretty much
every shot.

11. But he took his time, and used
"placement" as his weapon.

12. He would pretty much stay in the
center of the court, and hit the ball so
it would bounce all over the place, and
end up EXACTLY where he wanted.

13. I would run around chasing them like a
dumb jackrabbit on meth.

14. I was only thinking ONE SHOT ahead
(kill shot), while he was content to just
keep rallying until I eventually couldn't
catch up.

15. I did score a couple points, but in the
end, it wasn't even close. At the end,
he summed it up nicely:

16. "Youth and speed vs. experience and
patience."

17. Many people try to speak
conversationally like I tried playing.

18. Slam the other person with witty
remarks, genius openers, and reframes
that ostensibly show how awesome
they are. Or think they are.

19. If you've ever been overwhelmed by a
high-pressure salesperson, you know
what I mean.

20. They don't pause even for a second to
find out what's important, or what you
want, or what you're even interested
in. They just slam you over and over
with "kill shot" statements about
themselves, their product or their
services.

21. On the other hand, if the "patient"
approach, it works a lot better.

22. Hold back on the conversational "kill
shots."

23. Ask them what's important.

24. Ask them what kinds of things they're
interested in, and NOT interested in.

25. Find out about what they'd like to be
doing in the future. A week, a year, ten
years.

26. All without mentioning your ideas or
your products AT ALL.

27. Just relax, and let them come to you,
in their own way, in their own time.

28. When they do, it will be THEIR IDEA.
Not yours.

29. Which means they'll be very little (if
any) resistance.

30. Doesn't matter if you're making
friends, looking for business partners,
or talking to strangers while waiting in
line at the supermarket.

31. This will open them up, so they see
YOU through THEIR desires.

32. Making YOU seem much more
DESIERABLE than anybody else they've
ever met.

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