Who own's the idea?

Joe Mechlinski — Sun, 10 Aug 2008 20:21:04 -0400

So you are talking with a prospect experiencing significant pain.
You know he needs what you are selling – but doesn’t know it yet. How
do you get him to come to that decision? Should you tell him what he
needs? Or should intelligent salespeople ask prospects what they need,
and then bring them around to the same answer?

It is matter of form over substance here. We teach in our classes
that when the prospect owns the idea – as opposed to you owning the
idea and preaching what it is – you are more likely to get the sale.

Demo's

Who own's the idea?