They may even go as far as researching they're key contact - finding out their hobbies and interests in an effort to gain some common ground. So far, so good - a man forewarned is forearmed, as they say.
Your 'map', or understanding of the world around you, is not the 'territory', which is the world itself. In this context, the way you perceive the information you have about your prospect (or their business) is unlikely to be an accurate representation of how it actually is (at this stage anyway).
- Don't treat knowledge as ammunition - you can be very prepared, but you won't know the full picture until you talk in detail with your client/prospect
- The way you see the situation probably isn't accurate at the start - make sure to ask relevant questions before trying to pitch
- Understand that the outcome we think is best might not be best for our clients - we need to see the whole picture and then how we can slot into to help
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Revenue Builder is a small business marketing strategy and tips blog designed to help small business owners and startups maximise sales revenue.