Mastering the Art of Present-Moment-Selling
you need to convey a certain amount of detail before a prospect can be expected to make an informed decision. Skip this information, and your offer will be misjudged.
But you have to permit room for customizing. I recall speaking to a buyer in Colorado, and before I got into the main part of the sale I asked, “Do you know where Delores, is?”
She did, it was about 4 hours away. As it turned out, she played sports there, volleyball and soccer. I attended a summer camp, there, along the Delores River.
After sharing these anecdotes, we had established common ground, literally, and we went on to have a very affable conversation.
I realize you may not be able to chit-chat like this, with C-Level executives in the big city. Still, it shows how customizing a talk can be beneficial. Providing this opportunity, and
