How do you react when your new prospect launches in with, why you?
First question from a prospect.
Why should I use you?
In my mind I'm thinking, I don't know if you should.
Here's the truth.
I don't know enough about the person, the business, their needs, challenges, ambition, objectives, values, their procurement process or payment terms (to name but a few).
I met you two minutes ago and have no idea if I can bring anything to the table yet.
I might not want you to do business with me.
I might not be right you and vice versa.
I can't answer that question.
There is no credibility in doing so.
So I'm honest.
Most, like Dave Bromley, will launch straight into a pitch, or worse still, fire up an Outlook presentation.
How do you manage that situation?