No healthy and productive relationship can be built on endless monologues. And this happens, precisely, in many commercial exercises. A cardinal rule of sales is to Special Database understand that everything is always about the buyer, not the offer or. Every exhibition, speech or offer must focus on the receiver, not on the sender. The question every salesperson must ask is: What is the relevance of this to the prospect? And depending on the response, the offer has to be personalized.
The vendor who is only aware of himself has the same dynamic as an inanimate display case. At most it is a good exhibitor, but it does not provide any added value. 2.- Research and find out everything you need before contact. If you expect the buyer to give you time to consider your offer, you must first take your own time to get to know him and learn from him. In this era of absolute inter connectivity, there are no excuses that prevent knowing what is necessary about the prospect to be approached.