Messaging Best Practices from Honeywell

Tips:

What is the prospect’s industry and how does the company help customers?

Is the company growing or shrinkingt? Borrowing money or cash rich?

Are there other customers in similar situations that we have helped?|

Ask reflective questions that encourages the buyer to think about the costs and consequences of doing.

Use the knowledge you have from your own experiences and your research to ask insightful questions. Ask questions based on your knowledge of other customers. This not only helps to spark conversation, but also shows that you have the knowledge to become a trusted advisor.

What does the buyer value? What will help reach business objectives?