When you understand that prospects don’t give a rat’s behind about your sales quota and many times they may not share your thoughts or agendas.
In fact, when prospecting for new business you may find out that prospects only care about number one, themselves.
Remember the persona of your prospects and how you should discover their pleasures and pains and how you can make life better for them.
Your prospects mostly care about how your product/service will make life better for them not you.
People buy for their reasons, not yours.
Clearly articulate the possible value buyers may receive buying from you. Value Propositions help you to serve you customers better. Picture all the people involved in the decision to buy or who influence the decision to buy what you sell. [Read more…]