How do you add value to a conversation? If value is in the eye of the beholder, and you aren't a mind reader, how do you do accomplish the art of adding value? And when your conversation centers on sales, this can be made more difficult by the fact oftentimes buyers have a negative viewpoint going into the conversation-making it even more difficult to communicate value to them. This is called the "Theory of Reasoned Action," where people behave according to attitudes and beliefs. This means they will reject your ideas, products, and services with responses like, "It costs too much."
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