I know this sounds really basic, but it’s the basics that matter and thus, that’s what I like to focus on. If you do the basic blocking and tackling better than your competition – which you have complete control of – you will be more successful.
Before you start talking and telling your prospect everything about your product…stop! Ask yourself, first, if you know what they care about. If you don’t, ask a couple great questions and then shut up and listen.
When you have uncovered a problem and you believe you have a solution, then…and only then, should you even think about speaking.
Try this the next time you get someone on the line and let me know what happens.
Enjoy the snow!
Brick
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