To quote Larry Kudlow: Free market capitalism is the best path to prosperity! Matters of business and free enterprise are discussed on this blog. Included are company press releases, 3rd party news articles and videos, articles and videos pertaining to small business, and white collar crime.
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Monday, October 17, 2016
How to Get More of Your Prospects to Pay Attention
Corporate sales training teaches representatives to speak to the simple client question, “Why should I care?”But the conversation is never that simple.
The real challenge is to first discover where the prospective client’s interests reside. Once that is known, the next step is to have the person confide the challenges they face every day. It’s during this discovery phase where the salesperson gains enough insight to be able to speak directly to why the client should care.