If you are like most technology sales people, when it comes down to it, you are downright scared of being direct and to the point and telling people in no uncertain terms, “Here’s what I want!”
Think about it. There’s a conspiracy that encourages people to bury their most important wants and desires. Marketing trainers use consultative selling to draw people out. Social media consultants say “Selling directly is suicide!” People hem and the haw and they even are afraid to ask you what they want to ask you the most. They feel vulnerable about being honest and up-front. It petrifies even the best of us!
Yet when it comes to being successful in business, being frank, open and clearly asking people to give you what you want is what wins the day.