Here’s a surefire way to lose credibility and instantly destroy any chance of earning a potential client’s trust: Pretend to be a prospect.

Example: Acting like you are in the market to buy services from a company that “just happens to be” a prospect. It’s not just creepy and unethical, but doomed for failure as well. Consider that sales professionals with any level of experience can easily tune into your true intentions. After all, that’s what all of the intelligent, probing questions they ask are designed to do…uncover your true needs and pain points. If after talking for an hour about their services, what will happen when you switch to how your own firm “coincidentally” has solutions for them as well?

If the only way you can get in the door is a bag of tricks, what does that say about your belief in the value of the services you are selling?

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