Diagnostics
Tell me about your business so that I can understand if there is a fit
No enthusiasm or pressure
Does that make sense?
Appreciate you sitting with me but you seem distracted. Is this not a good time to be talking about this?
You don’t seem interested, would it be fair to say? Tell me why
Prospects listen to WIIFM station - What’s in it for me
IS this conversation worth my time?
Does this solution help me solve a problem I care about?
Tell me about your challenges, what they care about? Their goals
Get in their shoes
What is their buying experience. What does it feel like to buy from me. Why do they do business with my competitors.
Convo of Tony Soprano with psychologist. Create value by questions: Help me understand why you say that. How does this affect you? What would you say this challenge is costing you? IF you were able to solve this problem what would it mean in additional revenue/profitability?
No isn’t bad
50% of people are not the right fit and will waste your time so identify them quickly. You want to be in front of qualified prospects who want to work with you.
Look I’m not sure this is going to be a fit. Help me understand what’s going on
If you feel it say it
Dig deep into the issues
Tie those challenges to value. If they can solve this what would it mean for them. They can come back with a number, their number. What is this challenge costing them right now.
Reengage them in a dialogue. Now that I’ve shown you, does that make sense?
Money comes at the end
Typically a solution can range from X to Y. Where on that scale do you see yourself fitting?
Feedback Loops
Does that work for you? Do you see what I’m saying? What would you like to do next?
I want to think it over
Totally fair. Clarify why? What are going to be your next steps in deciding? What are their concerns?
Some will, some won’t, so what. NEXT.
Get the next step locked in (calendar invite accepted, who is going to be a part of it)
While on the phone with them: So XYZ can I make a recommendation - how about we set up a meeting where I’ll come to your office where I can really dig deep into this. So what would work for you? Are you by your calendar by any chance, let’s make sure you get this…
Call the next guy
WHY
How much time do you spend attending sales meetings? How many of them result in a purchase? If you were to free all this time what would you do with it?
