#2 prospects, and that can be bad. Just as Fear is the driving emotion for Stage #1 prospects and curiosity is the driving emotion for Stage #2 prospects, Ego is the driving emotion for Stage #3 prospects. They’re driven by the fundamental need for validation, the need to feel important and significant and to invest their money in something that’s as customized as possible forTHEIR needs. This isFAR different than assuming that they’re simply looking for something the “best” solution.
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