Rainmaking Secrets

In the 1900’s all train passengers traveling from East Germany to West Berlin had to pass through Checkpoint Charlie.

At the border, an East German officer would check all passports and travel documents. As the officer checked each passengers papers he asked the same 3 questions:

1. Who are you?
2. Why are you here?
3. Where are you going?

These 3 fundamental questions were all the officer needed to ask to test the validity of the family’s travel plans.

When you are selling to customers you need to be able to answer three questions that your customers will ask of you:

1. What makes you different?
2. What makes your company different to other vendors?
3. What makes your company’s product or solution different to your competitors?

Before you ever sell to a customer you need to be able to answer these 3 questions with clarity and conviction.

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