THE David Anderson

Lead Your Prospects Down the Right Path

When you are fortunate enough to get a prospect on the hook, do you launch right into your “pitch”?  I equate that experience to visiting a website and having to wait for that irrelevant intro ad that you could care less about… such a waste of time.  So what is the best way to engage the prospect?  Start asking questions to find out why they called!

Even if you have been selling the same product for years, you might have a hunch but you don’t know for sure why this particular prospect is interested.  Here is how I like to handle these situations…

1. Find out why they called
   • Ask a question like, “What prompted you to look at this product/service?”
   • Really listen to their answer and pick out a few basic concepts to follow up on with more questions.

2. After they answer, restate in your words and make sure they confirm before moving on.
   • If you don’t restate what you heard it is possible that you misunderstood and it won’t do either of you any favors to head down a path that creates confusion or doesn’t answer their questions.

 Then, if both parties are on the same page, you can outline the necessary next steps to answer their questions and ultimately, close the deal.

Follow @TheDavid_A

• RT @smallbizcreativ: People ignore design that ignores people. - Frank Chimero
• If you come across as positive, your prospects are likely to feel positive about you... the opposite is also true.
• RT @DonCooper: Networking is an opportunity, not a guarantee. What you get out of it is based primarily on what you put in to it. #sales
• Make sure your messaging focuses on what you do well. Understand where you excel and where your competition doesn't.
• "Do not wait to strike till the iron is hot; but make it hot by striking." -William B. Sprague
• Good salespeople help their customers with their present needs but also prepare them for future needs.
• When dealing with professional procurement dept, be yourself and be positive. They deal with sales "games" all day long.

Is Your Glass Half Full?

Unless you are selling the perfect product, you need to understand how to identify and resolve customer's concerns.  As you go through the sales process your prospect will ask questions about the limitations of your product or service.  Don't shy away from these discussions!  Every product falls short in one area or another, the important key is to be able to probe the customer in such a way that you first, fully understand the concern and second, be able to respond in a positive light.  Don't attack the prospect or diminish their viewpoint.  Here are some of my favorite questions to use in these situations that keep the discussion moving in a positive direction:

1. That is an interesting point, help me understand why you feel that way?
2. What has been your experience with this method?
3. Are there alternate solutions to this approach?
4. Would you mind sharing with me how you are handling this today?
5. What are the other dependent factors that are impacting this process?
6. How would you like to see this handled?

Remember that you are building a brand with every conversation you have with your prospects, even the difficult ones.  If you ignore or try to brush off their questions you risk an opportunity to build trust and ultimately sell something.