• Neil O'Connor

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?




Quick Links

Home

About DD

Contact Us

Privacy Policy

Contact Us

Call: 01325 313 184

Email: neil@wearedeliberatelydifferent.co.uk

Social

  • Neil O'Connor
  • LinkedIn

© 2020 by Deliberately Different