Love the product you’re selling. Don’t be blindly in love with it.
The over-excited voice when presenting your product doesn’t cut it anymore, leave it in 1996.
Love your product, understand its ups and downs and communicate authentically, like you would with a friend. There is nothing more alluring and trust-building than coming upfront about a worry you may actually have (oh and don’t we have them).
“Sir, I must confess I’m a bit worried you’re looking for a do-all solution while we focus on a few key areas that we excel in…”
And then silence.
Let the other party voice their thoughts. They didn’t expect this reaction from you, they are caught off-guard, in a positive way.
You’d be surprised how much your potential partners will appreciate your honesty and a genuine debate will open up right then, instead of after your call, without you.