You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama
Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.