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You don’t need to 10x your competition.

You don’t need to 10x your competition.


Yes, I said it.


You only need to be slightly better than your competition and ensure that your prospect agrees with you.


It’s those little extras like

  • Having an agenda for every meeting (organization is key)
  • Taking time to let the prospect speak (this does wonders for you)
  • Repeating back what you heard to ensure alignment (never forget this one)
  • Following up in a timely manner (not when it’s convenient for you)
  • Making the prospect the hero (your role is to be the guide)


Those many seem trivial to you, but I can promise they aren’t to your prospect.


What would you add?


Share below in the comments.

Chris von Huene
Account Executive at Xerox
Bravo
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