You Less. Them More.
“A great man is always willing to be little.” Not sure where I heard that first but it makes sense in sales.
Rather than playing the game of ‘impressing‘ the prospect (which we all do, albeit unintentionally), why don’t you aim to be “insignificant.”
Let their pains and dreams take center stage, instead of yours. It just might be that they develop so much rapport with you from being heard, they actually buy something.
Really makes sense Bill. I believe we can distinguish ourselves from our competitors by seeing our customer as the boss. We need to make it a desire to provide the best possible deal for our customers, understanding that they are of more importance than us.