The context of the prospect’s problem provides important details about the nature and importance of the problem. Make sure you understand the context in which the problem occurs before you move on in discussing the solution. A prospect tells you they had a flat tire this morning. Say something more than “I’m sorry to hear that.” Find out the context of the flat tire in the prospect’s life. Where did the flat tire occur? Was it on a busy street? Did they get help fixing the tire? Was it a nail or a pothole? Did they call for help? Did help arrive on time? Did it make them late for a meeting? How did it impact their day? How did it impact their goals? Did it create further problems for them? Can you imagine the opportunities that can be created by having this additional information? Maybe you can recommend a better route for the prospect to drive. Maybe you know a car repair service that could have helped. Maybe you have a solution that can help them get back on track with their goals for the day or solve problems the flat tire created. Get the context of the problem and not just the problem itself.
Look for context of the prospect’s problem
April 21, 2016 by
