What is the difference between you and I?
Quite possibly, the difference between a customer and a non-customer.
Salespeople, especially newer ones, waste precious moments engaged in endless drivel about their firm’s products, people, and anything else that comes to mind. Prospects, meantime, roll their eyes and wonder, “What about me?” Emphasize the benefits your prospect by using your product or service. In addition, speak in the you format.
“Our sleeper sofa has the best mattress on the market.” can become “You will rest comfortably on your new sleeper sofa.” A good rule of thumb is to use you (or your) at least two times for every I, we, or our.
Show genuine interest in and concern for your prospects, and you may be pleasantly surprised with a new, and long-term customer.
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