Is the true decision maker in the house? I need to know if the person in front of me is truly the decision maker. Sometimes the applicant is not the true decision maker,

You are not the star of the show, your product is. One of the tools to a successful presentation that are provided to the me are my benefit tags and if used properly they are designed to allow me to drive the presentation on subjects that the applicant feels are important to him and what he/she needs from the Marine Corps to be successful. Mr. Hopkins stated, “View yourself as sort of a matchmaker. You believe you product and the client are a perfect match”. The goal is for you to provide the applicant with the features and benefits that he/she needs from the Marine Corps for them to be successful. (Good)

Why can’t I be in the picture? Mr. Hopkins said, “Some of the best advice I give sales people about giving presentations is to get themselves out of the picture”. This element could assist me in a profound way. I tend to only talk about my past experiences and without including the applicant in the scenario. What Mr. Hopkins is telling me in his article is to continue relying on personal experience, while including the applicant in that imagery. This creates the ability for the applicant to envision themselves in that scenario and to

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