You have a warm prospect or an audience of prospects, sitting right in front of you, waiting to be impressed. Did you know that you only have a few seconds to make a great first impression?
What do you say first? How do you begin a conversation when you both already know each other’s objective? Your prospect’s goal is to hear all or or maybe some of what you have to say and make a buying decision. Your goal is to get to yes without a struggle and close the sale. Sometimes these goals are in opposition and the balance between them is precarious at best.