Let’s use an example to “drive” this point home. If I asked you what attributes you look for when shopping for an automobile, you would give me your buying criteria on the matter. These are your personal feelings as they relate to you – specifically. If I asked someone else what it is they look for when they shop for a car, chances are they would give me an entirely new set of “needs.”

You may say “style.” While others might say “speed.” Another might be looking for “gas economy”. Another – “price”. Another – “the sound system.” (Don’t laugh at this one. I once sold a car entirely based on the speakers strategically positioned behind the rear seats.)

I think you get the idea. What you think from this day forward does not matter. What your prospects think is the only thing that does matter. Therefore, you must get into the habit of asking them what is on their mind.

Once you get this, you will be in for lots of new business.