Getting Your Buyer’s Attention With The Impact Statement
Here is a tool that we recommend our clients use early in the sales process to get a prospect’s attention and to establish credibility.
While we recommend that you establish credibility by talking with your prospect or customer about things that of interest to them, you won’t establish credibility with your prospect by talking about items you find in their office. While commenting on pictures or artifacts found in a prospect’s office was a popular tactic back in the 50’s and 60’s, they won’t give you much traction in today’s business environment. Continue reading