sell evangelism

Either the person you are selling to has a need, can clearly vocalize that need, and actively seeks a solution. Or, doesn’t know she has a need, and needs to be convinced first.

In the first scenario, you can enter in sales-mode.

In the second scenario, you have to go in, in evangelism-mode. Meaning, a whole lot of convincing has to take place for the lead to convert into a paying customer.

When your lead isn’t ready to buy (at all), consider leaving it there. You can always reiterate in a year or so.

No is better than maybe.

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