Consider collaboration as the ultimate gift, one that won’t soon be forgotten.
Consider starting your virtual sales calls
With a set of questions
On a shared document
Open between the two of you
That you both contribute to
And here’s why:
No matter what happens
It will be clear from the get-go
Where the session is headed
That you literally “don’t have all the answers”
But rather, that you are both locked
In a genuine and worthwhile struggle
To find your prospect’s most pressing problem
And only the problem
To which their contribution
Is vital
And here’s how:
Before the call, send an agenda with your questions.
At the beginning of the call, share the link to the doc in the chat
Explain the purpose of the call is to make sure you understand the problem to see if you can help
And finally, politely, gently and fearlessly request
That your prospect jot down as many and as much of their answers
With you
So that you both can look back
At the end of the call
And see what it was like
To work together.
I’m here,
Kevin
P.S. According to Giftology rules, the shared document your prospect leaves the call with should have their name and their name only – with yours nowhere in sight.