What Makes It So Hard for You to Offer Value?

People have a tendency to be turned away from individuals that talk about themselves. It's the same thing in sales. Most companies don't understand that what is valuable is determined by the buyer, not by us. We want to tell people all these benefits and things that we can do. Nobody woke up this morning thinking about and hoping that your company called them to try and sell them something. That's not the way it works. They wake up and think about the problems they have to solve at their job. So how do we have a conversation to uncover what their view of their prima objective is? And then how do i connect my unique capabilities to those problems,. show them i can solve