For many prospects and even customers, a visit from a sales rep is about as welcome as a political ad (and if you are like me you are ready to hurl from so much “advertising”).
So why are we so unwelcome? Because we make the call all about us—just like a politician. I’ll do this. I’ll do that. I’m better here. I’m cheaper there.
How about a different approach? Make your visit ALL ABOUT THEM. Learn about their business, their role, their goals, their challenges.