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Start using their language. Don’t get fancy and try to “wow” your prospects with high-falluting language. Discuss the problems they face, the challenges ahead and the business objectives they must reach. Emphasize how you can help by focusing on them—not your “stuff.”
When focusing on the impact instead of trying to be impressive, you’ll notice an immediate change in their reactions to you. Instead of erecting barriers, they’ll actually invite you into their companies. Instead of hurling objections at you, they’ll ask for your ideas & insights. Isn’t that what you want?
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