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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?

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