Yes, your customer has a need that your product or service can fulfill. But think of your customer also as an audience member, someone who is longing to be amazed, surprised ... and yes, even entertained. What are you doing to make that happen? Where is the intrigue, the anticipation, the thrill in hearing the same sales pitch in the same way time and time again? As salespeople, we are guilty of programing customers and prospects to know exactly what we're going to say and when and how we're going to say it. If people believe they already know everything they need to know about you, your business, and your industry... Why do they need to see you? What's in it for them?
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