From the prospects perspective, most conversations with salespeople sound about the same. Salespeople all ask the same lame questions, they explain why they are the right choice, etc. That’s why prospects don’t look forward to sales calls. You can’t differentiate yourself doing the same things that the competition does. So have a different kind of conversation. Ask tough questions. Focus on them and the issue at hand. Take control of the conversation by what you ask and the topics you bring up rather than a terrific presentation. The prospect will sit up and take notice and see that you (and your product or service) are different.
Have a conversation they never had before
August 6, 2015 by
