Like a job interview

Every job interview is a sales situation, and every sales situation is also a job interview. If you want to have opportunities to position your product or service offerings to qualified decision-makers, you must be able to sell yourself first.

You have to do or say things during a job or sales interview that will qualify you as the best candidate. An employment interview is the closest you will ever come to actually selling yourself. Decision-makers are not so concerned about your resume during a job interview, just as customers don’t really care what’s printed on the product brochures during a sales call.

What prospects are interested in is how those details will help them accomplish their goals.