A buddy, a skilled salesperson,
usually starts a sales pitch
to a new prospect
by stating that
the situation has changed.
Today is the beginning
of a new world.
It is different
and requires different solutions.
(Which is the truth.
Every day is different
from yesterday.)
Why does he do this?
Because it encourages the prospect
to look at her problems
in a new light.
Changing her stance,
her vendors,
her solutions
now
doesn’t require
an admission that
she made a mistake
in the past,
was wrong previously.
No one wants to admit that.
The circumstances have merely changed.
As Seth Godin
shares
“…we don’t like to admit
we were wrong.
If we’re going to go forward,
it’s because
something has changed.
It might be
that our situation
is different,
that the story we tell ourselves
is different,
that the times
have changed
or that your offering has.
It might be that
we trust you more.”
Today is a new day.
Times are different.
Remind your prospect
of that truth.