You can get stuff done for your prospect and sell at the same time in the same call.
In fact, you and your prospect should be getting stuff done in every call regardless of whether or not you make a sale.
See if this helps:
- Share your screen as quickly as possible with your prospect
- Whatever notes you take, your prospect can now see those notes
- If you’re uncomfortable typing in front of your prospect, just type keywords and let a notetaker like fathom take the rest
- And finally, ask questions about something that will allow you to deliver something either at the end of the call or the very next call
Here’s the thing:
The alternative to this form of working with your prospect
Is you talking at them
Throwing lots of ideas at them
And then truly leaving them to sort it all out themselves.
And while this was the conventional wisdom for quite some time
It tends to lead to a very long sales cycle and creates a lot of work and stress for both you and your prospect.
TL;DR—If you can help your prospect get 1 thing done that they can use right after your call, they will sleep better
And you will too