Do you know what they call a person who makes a withdrawal from a bank before making a deposit?
They call them criminal!
If banks don’t allow that, why should your prospect?
To distinguish your sales efforts from your competitors, you must become more than a sales rep. You must become a value creation expert. To do that, you must find ways to provide prospects with value even before they become your customers. Then you must continually find ways to give your clients more value above and beyond the transaction as your relationship matures.
Tip the scales in your favor by providing so much value that your competition gets laughed at when they try to poach your customers.
One of my favorite bloggers, S. Anthony Iannarino had a great post on creating value for your prospects before you ever receive their business.
I encourage all of you to read it.