The problem: My prospect is not interested and doesn’t even want me to present the information to them.

Ouch! This is direct. But if your prospect doesn’t even want to listen or see what you have, then you have a bigger problem to solve.

Prospects will be interested in talking with you if they think you can help them.

• Help them solve a problem.
• Help them save money.
• Help them get better results (more money; more success).
• Help them make the right decision.
• Help them look good to their boss or colleagues.
• Help them feel better.
• … and more

So, you must be prepared to quickly establish the value you offer, get your credentials across, say clearly how you believe you can help, and excite your prospect.

Use facts, have an easy to understand value proposition, and avoid using jargon unless it helps demonstrate your expertise or highlights your special industry knowledge.

This is all part of developing and using your introductory statement or 20-second self-introduction (we cover this in detail at the Selling With Confidence workshop).

Also, you may find it helpful to soften up the prospect by providing some written material (such as case studies or fact sheets) before you meet with them. This information should be designed to establish the value you can offer.

Rather than blaming your prospect for not giving you a chance… have a closer look at how you approach them and make yourself (your offer) more immediately appealing.