What's in the Mind of Your Prospect?

If you’re meeting resistance while pitching an energy solution , try stepping into your prospect’s shoes for a moment. Remember, you’re not just selling to a company; you’re selling to one or more individuals within that company, each of which has a specific role and specific interests that you need to understand. What’s important to a company’s maintenance manager may be very different from what’s important to that company’s CFO. And if you’re not tailoring your pitch appropriately for your target audience, you’ll wind up wasting a lot of time.