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.
How to Get More of Your Prospects to Pay Attention
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