The MUST approach for every meeting

You are selling trust in your first pitch meeting with a new prospect. (They can get your stuff anywhere.)

You are selling trust in your second pitch meeting…provided your fit got you that far.

The truth about the demand for your offering is sobering: buyers really don’t care all THAT much about your willy-jiga-ma-thing. But they very much care whether they can trust you.

Ultimately, they have to do their job and find places to spend their money. So they take your meeting.

Yes…continue to do your proper prep for each sales meeting:
– craft your Value Prop for each account,
– develop your selling POV for their needs,
– ask questions that surface potential obstacles and objections.

BUT, focus your prep today on creating questions that will reveal the buyer.

What will earn trust with that specific buyer? How will you find that out?

It’s your questions and ears that hold the key.

This YT Short highlights a really good and easy exercise to help you build buyer trust in your pitch meetings.

Hint: it details how much you should activate your ears versus your mouth…not groundbreaking, but a simple exercise that’s bound to get you results.