Today's selling hint

Today, when you’re tempted to say something in a meeting or phone call, bite your tongue.

Think: would it be better phrased as a question ?

So for example, rather than saying “this service achieves xyz benefit” you could say “given that this service typically delivers xyz benefit, what would that mean for your organisation ?”

Much more powerful behaviour: it means your prospect will be selling your services to themselves. And it means you talk less (....always a good thing :-) and you've earned the time to think about your next question, and move closer to close

You know it makes sense.