Are you engaging customers or educating them?
When you qualify a customer, it’s important to be able to
provide them with a compelling reason for using your product or service, a
remedy to a pain or problem they experience or a desired outcome they are
trying to achieve. But don’t overdo it.
Too often, a presentation can turn into an education and you will have a
grateful student who thanks you for your time and then chooses your competitor.
Engagement is free, education costs money.
Your pal,
Sean
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