Don’t Pounce

Predators pounce on their prey. They lie in and wait for the prey to come by, then pounce on them and have their way. Obviously, the prey tries to escape the clutches of the enemy. That is what it feels like to a prospect when you leap in with a solution at the first mention of a problem. Leaping in with a solution is what I call “pouncing”. Even if the prospect does not instinctively recoil, you will lose control of the conversation. Oh, you may think you have control because you will be talking. You will be explaining your solution and answering questions. But all further progress toward uncovering the prospects pain and compelling reason to buy will come to an abrupt halt. The prospect will have a solution (or at least an approach to consider) and you, the salesperson, have nothing and have lost control of the conversation. The better approach is to acknowledge the issue and ask for the prospect to elaborate and give you more detail. At the appropriate time you can propose a solution. By that time, you will have uncovered the compelling reason to buy and otherwise properly qualified the prospect.

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