Determine why the prospect would buy only from you and not the competition. A sales person asks questions of a prospect and identifies that the prospect has pain. If the sales person ends the conversation at that point, all they have done, by helping the prospect identify their pain, is to do work for the competition. The competition simply needs to come in and demonstrate how their products and services are the only solution for the prospect. Stop doing work for the competition! Discover the prospect’s pain AND THEN present why the prospect should only buy from you…before you leave their office. You need to know the competition in order to help the prospect understand that your products and services are the only viable solution in the market.
Why should they buy from you
February 12, 2016 by
