Imagine a world where prospects told you the complete truth, and even shared more information than you asked for.
Now come back to reality and think about how your sales calls actually go.
Do you ever feel like prospects are withholding information from you, or being a bit too vague in conversation?
The reason you might feel this way is because…this is exactly what happens in every sales call.
And what happens when prospects don’t give you the information that you need?
You can’t truly show how you provide any real value, and the prospect categorizes you as a commodity.
That means they just start comparing prices because they see all vendors as the same.
This is both annoying and costs you on your commission check.
What you need to focus on is getting to the truth.
- What’s really going on in your prospect’s world?
- Why do they really want to make a change?
- What’s really stopping them from making a change?
- Why do they think the way they do?
You can probably see that the gateway to the truth is through probing and clarifying.
Never assume you know what the prospect means when they say something…EVER.
Assuming is for amateurs.
You’re a professional, and professionals are only concerned with the truth. (study Socrates for more on this)
And the crazy thing is, you’ll be amazed at how the prospect’s story can change once you dive a little deeper.
Not only will they open up to you, but they will become more invested in working on a solution to their problem…with YOU.
Do you think that will help you close more deals?
You’re darn right it will.
So be bold and probe deep…and you’ll get the results that you know you’re truly capable of!
-Jake Martincic
JakeMartincic.com 