This is why so many salespeople mess up when prospecting...
⬇️
They mention their solution way too quickly.
Even if they resist product-pitching at the start & lead the conversation with the problems they help solve - any whiff of interest and they just can't help themselves...
That instantiable urge to 'pitch'.
They unleash FULL-ON SALESY responses such as:
📢"We can DEFINITELY help with that..."
📢"I'd LOVE to show you how..."
📢"We are the leading provider of X..."
All the good work at the start is undone & they're in full on Product-Pitch mode.
- We're all human.
- We love talking about ourselves.
But as a salesperson - if you want to take your game to the next level - this is something you'll need to get out the habit of doing, and fast.
You need to encourage your prospect to do most of the talking.
How?
💡 STICK TO THE PROBLEM 💡
- How big an issue is it?
- Do they care enough to fix it?
- What happens if they don't?
- What happens if they do?
- How long has it been going on?
- What has it cost them?
- Why haven't they addressed it?
- Have they tried to fix it? If no, why not? If yes, why didn't that work?
Jumping too quickly to your solution is all about you - and will typically be met with: 'send me an email' / 'not interested' / 'we have no budget'
Sticking to the problem is all about them - and will typically lead to deeper conversations.
Particularly when someone is asking the right questions and actually seems to care.
Bottom line -
You can't NOT be interested in yourself, your problems, your world.
