Why did the prospect accept your meeting?
Because
You pushed hard
You were persistent
He is bored
He liked you
He has a problem
His boss told him to
He likes to learn new things
He wanted to explore new stuff
He wants competitor information
He heard about you from his peers
He wants to keep exploring alternatives
He wants to know what his peers are doing
Notice,
most of the reasons are all about him
Yet we keep talking about
→ We are the industry leader
→ My company is 20 years in business
→ We have global presence in 44 countries
He does not care about you
He only cares about this own problems/motivations
Transform your messaging to align with your buyer
→ Stop leading with who YOU are
→ Start leading with what THEY’re facing
You get more done with existing effort
Your credentials will matter
Only after they believe you can solve their problem
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