I was reading a terrific passage in Dan Kennedy's new book "No B.S. Business Success."
According to Dan, you cannot expect to craft an excellent sales pitch unless you can enthusiastically answer the following three questions...
1. If you were the customer, would buying from you be the clear, inarguably best choice?
2. Why should I do business with you instead of any of your competitors? In fact, why should I do business with you vs. any and every other option available to me (unique selling proposition)?
3. Is your product or service a lot better than anything else out there? How?
Most salespeople cannot intelligently answer these questions.
If you cannot answer these questions, you're probably not completely sold on the superiority of what you're selling, and if you're not sold, you can't sell.
Make sense?
Until next time...
Peter
http://www.peterwink.com/
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