Put Yourself in Your Prospect’s Shoes

One of the challenges we have in this industry is a lot of inexperienced people jumping into the industry trying to sell a component that is being sold by the company they happen to work for. “I sell drives.” “I sell pumps.” “I sell glass.” You know what?  A building owner doesn’t buy glass or pumps. A building owner buys comfort. He doesn’t buy any of these individual components.