Once you know what you offer (Core value proposition),
Once you know who you are looking for (Ideal customer profile),
Once the model is finalized (How you will charge for the value offered),
Sales is about learn/scan and filter
The first three questions with the customer should qualify and filter the customer based relevance to the You/prospect- the match will happen instantly or not at all.
No point in convincing.
Be the best in the whole world at what you offer.
Let them make their own mind - Be clear about what you stand for and offer.
You are in the business of fulfilling demand, not generating it.
Sales is not about convincing - it is about finding the right fit.
Do not try to convince anyone, EVER - Neither on a personal level nor on a professional (sales) level.
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