It can be difficult to empathize with your prospect on a sales call without feeling like you’re pandering.
But you can get so good at articulating your prospect’s pain
How unique it is
And how well you understand it
And live it
With such crazy super specific specificity
That your prospect literally shouts
Yes! That is exactly what we’re going through!
See if this helps:
The more stabs you take at articulating your prospect’s struggle
On your own
Say, on your website
Or through your content
The more you will
Without even thinking
Begin to listen for it
And that’s when your prospect will give voice to their predicament
And more crazy super specifically
Than you could ever hope to.
P.S. And when they do, take very good notes. If the call is recorded, go back and watch it. Because at that moment, your prospect is writing parts of your website, your sales scripts, your LinkedIn profile – and so much more – for you.