This is episode 464. Read the complete transcription on the Sales Game Changers Podcast website. TOM’S TIP: “As we emerge from this pandemic, every piece of data screams what people are desperate for from the salespeople they see – it’s human conversation. Enough already with the structure of questions, that’s not bad stuff, you’re a human being. Things like empathy, attentive listening, premise on your questions, providing reaction, asking clarifying questions, these are the ways human beings interact. Now that none of us have been able to interact, we’re dying for it. The door is wide open for you to be the one that does that and be different on that alone.”