Have you ever approached a stranger in a foreign country to ask for directions, and the response was something like “no speak English”? There was no way for a dialogue to take place. You may not realize it, but many of your prospects feel the same way when you do the “data dump.”
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Sales is hard. We often encounter resistance to our product or service. If you’re selling Fords, it’s likely a prospect might tell you Chevrolet has some features missing in your model.
When you are trying to convert a prospect into a client, it’s only natural to feel the burden of “making the case” for your service or product. But what if you accepted the following, which is supported by significant research?