Remember Google Adwords expert Perry Marshall said "Nobody who bought a drill actually wanted a drill ... They wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes - NOT information about drills!"
What's the point? Determine their ultimate goal, and their potential to achieve this goal.
Follow "easier" part of the job - to educate them about the prospects, do not sell them right away.
Focus on what they want to achieve, their greatest need.
Find the connection between your business offers, services and what they want.
When all you do, remains the last step :) - make everything they do, they do willingly and accept it as their own action.
Remember Google Adwords expert Perry Marshall said "Nobody who bought a drill actually wanted a drill ... They wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes - NOT information about drills!"
What's the point? Determine their ultimate goal, and their potential to achieve this goal.
Follow "easier" part of the job - to educate them about the prospects, do not sell them right away.
