14 Things Your Prospect Doesn’t Care About – by Don Cooper, The Sales Heretic™

Too many salespeople, professionals and business owners spend too much time throughout the sales process talking about things the prospect doesn’t remotely care about. It wastes your time and theirs, leaving everyone frustrated and cursing each other under their breath.

The simple fact is, your prospect doesn’t care about:

1. Your product

2. Your service

3. Your processes

4. Your research

5. Your people

6. The history of your company

7. The size of your company

8. Your mission statement

9. Your marketing materials

10. Your awards

11. Your quota

12. Your commission

13. Your profit margin

14. You

What do prospects care about?

1. Themselves

2. Their family

3. Their friends

4. Their pets

5. Their company

6. Their job

7. Their causes

Get it?


If you want to increase your sales, stop focusing on the things prospects don’t care about and start focusing on the things they do care about. Everybody will be a lot happier.


Don Cooper—The Sales Heretic™—is an internationally-acclaimed sales expert who helps salespeople, business owners and professionals dramatically increase their sales. He delivers custom training and keynote speeches for corporations, associations, chambers of commerce and other business organizations.

You can contact Don at 303-832-4248 or through his web site, where you’ll also find more articles, tips and The Sales Heretic™ blog: www.DonCooper.com. In addition, you can connect with Don at www.linkedin.com/in/salesheretic and get daily sales tips and more via Twitter at https://twitter.com/DonCooper.


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