Don't sell!

"So why should we choose you?"

...what do most salespeople do when asked this question by a prospect?

They vomit out their elevator pitch.

Consider this response instead...

"I'm not saying you should. Actually, I'm still not sure I can help you.

All I'm seeking now is an understanding of your situation.

So to allow us to work out if we are right for each other, let me ask you...(back to questioning)"

Never try to blindly prove your worth.

And never be lured into an elevator pitch... where 80% of what you say is probably not relevant.

Keep the conversation on track.

Always have a partner mentality.

As soon as you justify why they should choose you, you become a vendor.

And by doing so you lose control along with any credibility.