Take a Closer Look.
A Point of View from the Prospect’s Perspective!
These 10.5 rules are at the core of your ability to understand and deal with the prospect. They are short, sweet, and powerful:
- Make up (and rehearse) questions that make you different and help you gain important information.
- Plan the conversation to include issues that concern the prospect’s business.
- Do pre-call research about the prospect’s industry.
- Do pre-call research about the prospect’s business.
- Do pre-call research about the prospect as a person.
- Do pre-call research about the prospect’s competition.
- Subscribe to and read the prospect’s trade publication.
- Insist on a plant or office tour. Ask questions about trouble areas, strengths, competitive advantages, and goals.
- Know how to solve problems. Prospects are not interested in a bunch of boring facts about how great you are. Sell based on similar situations that the prospect can relate to.
- Gather (earn) testimonials from similar industries or working conditions. Take them with you as final proof.
10.5 Relax and have fun. Get away from a pitch and into a real conversation.
Self-Practice Perspective Workshop.
Ask yourself: How would I feel if I were listening?
Ask yourself: How would I feel if I were offered this deal?
Ask your prospect to write a wish list about your product or service-things he wishes he had regarding your offer.
Ask your prospect about her last major purchase.
- How did she decide?
- What was missing?
- What went wrong?
- What was the best part?
- Would she do it again?
- What made her decide?
Ask your prospect for a list of questions or concerns in advance.