Prospecting Problem

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. 

#sales #problems #selling