What are you going to say when the prospect asks, “Why should I buy from you?”
Oh, it is going to happen to you. You best be prepared for the question and you most definitely must be prepared for your answer.
Several years ago, when I was with the Zig Ziglar Corporation, the account executive, Margaret and I were conducting a phone call with a prospect in Atlanta. Margaret had interacted with the prospect a few times and I was asked to help close the training engagement.