It never ceases to amaze me the number of professional salespeople that simply talk non-stop at a prospect. What ever happened to the art of listening?
How effective is it to arrive at a first meeting and simply blurt out everything you can? Is this a sign of poor preparation, or even worse a sign that you actually have nothing of value to say?
Does the customer really need to know every detail of your business? Your revenue from last year? Your number of employees? Do they really care? I doubt it.
Going armed with questions nobody else is asking, coupled with valid insight on their industry and a welcoming ear? Now there’s an idea