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Chapter 4. Move Through the Six Stages > The Next Move Is Up to You

The Next Move Is Up to You

If you understand the stages, you can see what you need to do to bring contacts into more meaningful and useful relationships with you. Once you figure out whether someone is an Associate, an Actor, an Advocate, or an Ally, what you can do to extend the relationship becomes much clearer (see Figure 4-2).

If you and Jim are Associates, your number one job is to Listen Generously so that you can find out what he needs. When you find something that you can give, you will just naturally move to the Actor stage of exchanging.


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