The majority of salespeople (and websites in general) are trying to French kiss perfect strangers! They’re trying to make out before even knowing the name of the other person! What I mean is this: traditional salespeople, as well as most websites, are jumping into the sales message before finding out of there’s even a fit. Instead, we need to be asking questions, learning more about the prospect’s situation, about their needs and wants, challenges and problems. THEN – and only then – can we move forward with the sales message. (And, in some cases, that means we won’t move to that point at all…and that’s okay.)
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