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Let's talk the prospect's vernaculer, please?

5/23/2017

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Enterprise selling is about bonding and building credibility/trust. Prospects buy from people they trust. Prospects trust those who care about their (prospects) interests.
Prospects believe those who talk and relate to them in a familiar jargon
. Yet few in software solution sales speak the customer's language. We stay comfortable selling technical merits because that's what we know best.


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