Okay, several of you have asked me…
“What Do I Talk About with a Prospect, If I’m Not Talking About My Product or Service?”
I will get to a logical progression for talking about business results in a moment. Before sharing this information, I want to remind you to forget about all your old school or traditional sales training. Remember, no matter how bad you want to start your sales “pitch” there is no selling allowed with the top level prospect. If you must pitch something, pitch your old sales techniques and tactics in the trash before entering the room.
This simple progression is designed to show your prospect you are experienced and have done this before – providing the credibility and confidence they need to even think about moving forward in their buying process. Yes, they do want to buy, they do not want to be sold.