It’s pretty simple…
If you are involved in sales or business development in any way, shape or form you must must must have a clear understanding of why someone should work with you.

Ask yourself these important questions:

• What makes you different in the marketplace?
• What improvements will the prospect recognize if / when they work with you?
• What core benefits do you provide?
• What are the repercussions if they do nothing at all?

If you can effectively address these questions when you engage in a sales dialogue with a prospect you’re golden. It doesn’t mean you will definitively win the project but it does mean that you are 1000 steps closer to success.