Are You Digging a Hole in Your Opening?

Well, today I need to ask you a question about your normal opening with a potential customer. Are you digging a major hole during your opening interaction with your prospect?

Seems like a large number of b2b sales people are creating a gap for themselves at the start of their first meeting with a prospect – usually because most have no idea of the damage they do. Okay, I know you are now curious – if not, you should be – about what can cause a problem for ourselves.

Here are six common openings used by b2b sales people and the percentage of time they are  creating a negative or at best a neutral mindset or response on the part of the potential customer…

Read more…