Imagine, you’re finally sitting face to face with a prospect that you have been calling upon for weeks. At this point you have their full attention. You begin by detailing your background, credentials, and better yet, the history of your company. How soon before you notice that you have less of their attention?
The truth is, this appointment is not the time to delve into those details (unless they ask, of course). It is not the time to convince your prospect of your merit. Why? Because they are already right in front of you!
It’s just like when you’re in a restaurant, you don’t go to the back of the kitchen and ask the chef for his/her background, because really, who cares? You just want a great meal!
It’s important to remember, that we are the ones that make credentials an issue. When we do, it lessens our prospect’s confidence in us and makes us appear weak. Instead, we should focus our energy on providing a space for dialogue, enabling us to create opportunities to understand and better serve our prospects.