Make Their Life Easier  << Go Back

When pitching your benefits to a prospect, package those points so that they are solutions to making life easier.  We’re all interested in solving our own specific problems, so when you phrase things as solutions to the prospect’s problems, you’ll have rapt attention and ultimately robust business.  Here’s an example. A construction executive has a process for mitigating traffic congestion and noise around an in-town work site.  The way he packages that information is to say he has a way to dramatically cut down neighborhood complaints and negative press coverage.  It’s never about you.  It’s always about the prospect.