The Underlying Message the Prospecting is Speaking

As I race to businesses' doors with my sales letter, and business card in hand and having the opportunity to speak a bit with the decision-making persons to generate business for my consulting and coaching services. Time and time again, I've found there are underlying core needs the prospects unknowingly communicate during the sales speech, which seems slightly different from the gap, I'm pitching to help them fill. 

Sometimes, these needs bolster the pitch or hold many possibilities in helping you see the creative ways to succeed with the prospects. These 'unspoken needs' could be about your approach in serving the prospects with your products/services, or in any other forms. And this is in every trade and industry. Being sensitive to these fundamental messages, and capturing them is an excellent marketing technique and it makes for good business.


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