Step Into Your Prospect’s Shoes

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They don’t care about you.
They don’t want to know about your company.
They don’t want to listen to you talk about your products or service.
Instead, they are interested in relevant information that helps them solve a problem and improve their unique situation.

It may sound simple but most sales people don’t get it. They still believe that selling means talking at great length about their company, their product or their service.

However, it’s really about asking the prospect the canada telegram data right questions and demonstrating that you can help them solve a particular problem or issue. That means you need to direct ALL of your attention on their situation and resist the opportunity to talk about your company or your offering.

If you are making cold calls you can accomplish this by modifying your opening statement or voice mail message. State a specific problem they are likely facing (based on your experience or research).

For example:

“Mr. Big, if you’re like other companies in ABC industry, I suspect that you (fill in the blank with the problem). If this is the case, call me at 800-555-1212 and I might be able to suggest a solution. By the way, it’s Kelley calling and my number is 800-555-1212.”

This also applies to face-to-face meetings as well. When you meet with a new prospect for the first time, the last thing you want to do is to start blathering away about your product or service.

Instead, open the conversation by asking, “Mrs. Prospect, many of our clients are currently experiencing (insert the problem here). How does that compare to your company’s situation?”

This demonstrates that you are knowledgeable of their business and/or the industry and it gives your prospect the opportunity to tell you about their chief concerns.

The Right Questions Matter
Over my career, I have learned that most people will tell you anything you want to know providing you give them a reason to do so. Launching into a product demo does not achieve this but showing interest in their business does. Therefore, key is to develop and ask high-quality questions.