Solid understanding and trusting communication is the key to dealing with the “DM”. Feel their pain. What keeps them up at night? What are the major issues in their industry currently? Understanding their fears, only comes from trusted conversations. This is derived from a confident listener, that can add value to the conversation when appropriate. In some cases, the “DM” is not aware of the potential issues or fears, and how you approach the delivery of that news will immediately place you as a “trusted partner” or just another “sales guy”. Don’t be the second. Trust is the hardest barrier to overcome.
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