In this audio, John Golden interviews Dave Kurkjian, author of "6x: Convert More Prospects to Customers," on the three early sales cycle blunders salespeople make. The first two faults are talking too much and not being unique. Third, neglecting the prospect's perspective. Dave stresses that salespeople must focus on prospects' demands and express their product or service's value in an engaging and memorable way. "You phrasing" helps you transition from your perspective to the prospect's.