How to Stack the Deck in Your Favor, Part Two

Today, we’ll continue with two more examples that address the following questions (again, through the lens of an HVAC sales professional selling “smart valves”), which would allow you to stack the deck in your favor and get the wheels spinning in your mind:

Why should a particular prospect or group of prospects be interested in what I have to say?

How might I reframe the value so it resonates specifically at their frequency?

Where might I reach my prospects once I determine that that's the message I want to deliver?