Jason, a new architectural product sales rep, sat across from a skeptical specifier. The specified frowned and turned to the 3rd-Party VERIFIED Product Master Section. “Your product sounds good, and this 3-Part Product Master Section has all the details, but why should I trust this Section over the one we’ve used for years?” Jason hesitated. He had the facts, but he could feel the resistance. He needed a different approach. Coach M. leans over and says, “Jason, give them a glimpse into the future. Future pacing isn’t about selling today – it’s about making them see tomorrow, where their decision has already paid off.”
