Start with Why: http://mixergy.com/start-with-why-simon-sinek/ http://mixergy.com/start-with-why-simon-sinek/ Basically, start by talking WHY you and your comp

Start with Why: http://mixergy.com/start-with-why-simon-sinek/ http://mixergy.com/start-with-why-simon-sinek/ Basically, start by talking WHY you and your company do what you do rather than WHAT it does. In conversation, people are constantly trying to determine the underlying motives and beliefs of the other party. Don't make them work for it, tell them. ex: "As an engineer, I enjoy discovering new ways to do things more efficiently. I highly value tools that are pragmatic and well designed. I founded CompanyX to embody these values. We just happen to make the most pragmatic and most efficient Widgets currently on the market." So you start with Why, and the What(product) will naturally follow. Start with No: http://mixergy.com/negotiate-jim-camp/ http://mixergy.com/negotiate-jim-camp/ The default answer people will give you is "no", because "no" maintains the status quo and is therefore always a safe choice. If you start by telling the potential customer: "It's perfectly fine to say NO, I promise I won't personally be offended. If our Widgets are not what you're looking for, feel free to offer suggestions as I was the lead engineer and we are constantly improving our products" They will become more relaxed and put more genuine effort into hearing what you have to say knowing it's fine to say no.Basically you want to disengage their defense mode. Also, you can strongly leverage the fact you are an engineer and not a salesman. Literally tell potential customers "I am primarily an engineer not a salesman, but I'm very passionate about the products I've helped design and want to tell people about the cool stuff we've created"