Admit your faults

There are many reasons why your prospect may not see the value in your service.  If you are sensing that they’re not seeing value during your discovery call, responding with something like, “I’m sorry, it’s my fault for not conveying the value the way I should be” allows your prospect to commiserate with you a bit, and give you the chance to do better and re-start.  Granted, we want to ensure this does not happen, but if it does, it can give you another window to take a few steps back on the call, which is always good.

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