You sell insurance. Maybe you sell investments. You sell to individuals. You sell to businesses. Regardless of the situation, you are talking to prospects. You've heard a famous quote attributed to IBM's Tom Watson: "Nothing happens until a sale is made." How do you get the prospect to become a participant in your presentation instead of just an audience?
1. It's all about them. Problems need solutions. Sometimes you do analysis to determine there is a problem. They have an issue. A pain. Something that keeps them awake at night. What you are going to talk about is finding them a solution to their problem.
2. Understanding their problem. We talk in jargon. It's an industry thing. We might call their problem something else. We need to listen to them talk about their problem, then repeat back what they told us. They need to know we understand their problem.
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