Step 03

The Engage Stage

A story is but words strung together in a specific order to bewilder the human mind.

When your customers are ready to talk, don’t go into selling mode. Customers don’t want to see 50 slides about your company’s history or the dozens of awards you’ve won. They have a challenge, a limited budget, and an even smaller amount of time to accomplish their goal. Engagement is all about building a relationship, better yet, a partnership where you are both working together towards a common goal. Be up front with them about capabilities, pricing, where your product really shines, and where you aren’t a good fit. You have their attention, use it wisely.

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