The Middle Man

The beauty about sales is that you are the middle man/woman between the clients you speak with and the prospects you sell into.  As a result, you’re advantage is having DAILY INSIGHT from your prospect’s competition, that THEY are not aware of. Therefore, framing your questions with something like “What I personally hear from firms like yours is that they’re having problems with XYZ, how do you feel about that in relation to your group?,” is used to your advantage, because this is where a genuine conversation begins.

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