Posted under Sales
from 173 days ago

Your dream client is going to determine who you are and how to respond to you based on what you show them.

If you begin your conversation with your dream client by introducing yourself,  your company, and your solutions, you will have established yourself as a traditional salesperson. Your dream client will perceive the interaction as typical, and you as a commodity. This is too low a level to result in a better outcome for you, because the outcome isn’t great for your prospect.

If you begin your conversation with an attempt to elicit your dream client’s existing pain as a way to compel change, you will have established that you are very much like the salespeople who have visited this prospect in the past. Those salespeople also looked for ways to displace your dream client’s existing provider by promising better outcomes and a greater ROI.

If ...


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