By Tibor Shanto
Most people are focused on the future and the results their tasks and efforts will bring. Aligning with them involves helping them achieve their desired future. Meaning that we go further by leading with the output rather than the input, especially in the form of our product. While buyers will respond positively you an inputs based approach, prospects will not. They want to see how things will end. Which is why today we look at the inputs and outputs of prospecting, and why yields more than the other. Leading with outputs may involve more work, but it is a great differentiator and leads to better buyers.
Take a look:
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