Increase sales by having conversations with the prospects

An optimal salesperson has conversations with prospects. The typical salesperson approaches a meeting with a prospect as if they are prepared for battle. Victory is a closed sale. The charts and presentations are the weapons in the battle to increase business. They are prepared for a cross-examination of the prospect. The prospect is someone to “overcome” and “defeat” in order to generate sales. The optimal salesperson views the interaction with the prospect as a conversation. Two friendly adults sharing information and perspectives back and forth. This builds trust in the prospect for the salesperson.