It was from pondering this question that I had my first breakthrough. While it might seem obvious, I realised that nobody cared about me, my product, or anything else I was babbling about on the phone. They cared only about themselves! I realised then and there that my pitch had to only be about how I could benefit them. I stopped talking about our company, our products, our services, our mission, or even the name of our company. If a prospect asked, ‘What company are you calling from, I missed that?’ I would simply divert back to the reason for my call and switch the focus entirely onto how
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