It’s about the prospect’s prospect.
In the past couple of weeks
My sales calls have looked very different.
Instead of getting to know my prospect’s needs
I’m jumping immediately into questions about their customer
Without even introducing myself.
And every single person
Has left the call
Including me 🙂
See if this helps:
I explain that I’ve got a hard stop
And would they mind if we dove right in?
Sure, why not?
Then I ask, “What are the issues your customer is struggling with?”
And 2 more questions after that:
2. How do they feel about that?
3. How are you uniquely qualified to help them?
And that’s it.
My average call is 25 minutes.
Out of 12 sales calls in the past week
Ten want another appointment
All have asked for my pricing before I brought it up
And the ones who weren’t a good fit have followed up on LinkedIn
With glowing testimonials
From a sales call.
And here’s the weirdest part of all:
After we hang up
I still don’t know anything about their personal lives.
I just know
That they know
That I know
What’s important to them.
P.S. The 3 questions are the first 3 questions from here.
Having trouble getting your team aligned on your website?
Start by focusing on the one thing you can all agree on: The Prospect Comes First: 7 Questions to Answer Before You Write One Word on Your Website*
Know someone with a website that’s not converting? Kindly forward them this email 🙂
Any questions? Reply to this email and we’ll get you squared away 🙂
*SPOILER ALERT: A lot of the words from your answers will wind up on your website
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