Assume your prospect isn’t ready to buy.
Assume your prospect isn’t ready to buy right now.
They probably aren’t.
They might be interested, but interest itself isn’t a strong motivator.
Even if they call you first.
They might only be interested in you doing some free consulting.
Tell them you’re skeptical that you’ve got what they need.
Tell them you’re skeptical that they would actually make a change.
Tell them you’re skeptical that it makes sense for them to spend the money.
Be sincere when you say it.
It takes all the pressure off.
Your prospect might tell you you’re wrong.
Then you can be sincerely surprised!
Your prospect can be right, and you win anyway.
Bringing Honesty, Transparency, and Selflessness to Business.
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