CHAPTER 6
Develop market share without spending a fortune
It ain't braggin’ if you can back it up.
Dizzy Dean, Hall of Fame pitcher for the St. Louis Cardinals
Each time you engage with a prospect, a sale is going to be made. The question is: will you convince the prospect that you can help him or her, or will the prospect convince you that you can't? The sales process isn't adversarial. You're not out to conquer the client. The client and the professional are not on opposing sides.
In this chapter you learn how to:
- create the fundamental value proposition that differentiates you from your competitors
- reverse your thinking
- discover your value
- find fertile fishing waters.
There's nothing new under the sun. We all have got to where we are by ...
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