In an article at Sales 2.0, Jill Konrath answers the question all B2B sales people ask themselves when heading out to meet with prospects: "What will make them say, Yes, I want to work with you?"

"To be most effective in sales today," Konrath replies, "it's imperative to drop your 'sales' mentality and start working with your prospects as if they’ve already hired you."

She offers a real-life example of how that bold strategy gets results:

A regional firm that was competing against five "industry giants" for a major contract asked for Konrath's help with their upcoming sales presentation. She offered the small firm a challenge: "Let's assume they gave you the contract. What would you do next?" she asked.

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