As you dig deeper, it’s important to remember that your prospect may actually view each of these issues as being of equal importance. Now, your role isn’t to challenge this – that will come later in the sales process. Your priority now is to start sorting through your prospect’s pain points so you understand the why behind each one. That way you can identify the trump cards – the ones that represent the most pressing and urgent issues. drive your prospect to action – and they should be the centerpiece of your presentation. 4. Silence is
Golden We’ve already mentioned controlling your words and brazil mobile phone number list not dominating the conversation. The trick here is easier said than done. But the truth is this: forget about your situation. No matter how many sales you need to achieve your goals: Don’t let anxiety rush you Don’t let adrenaline drive your mouth Don’t assume that the harder you push, the further you’ll go Whatever you do, remember not to let your personal situation influence the conversation After all, desperation is one of the most unattractive personality traits. Let your prospect speak, let them ask questions. You’ll find that your prospect’s questions reveal the most about their concerns and struggles. But you’ll only hear that if
you’ve earned their trust and given them space. 5. Heuristic Rules The quickest way to understand a prospect’s problem is to start categorizing it, rather than treating each one as a unique problem. To help you do that, here are four broad categories that most pain points cover. 1. Increase my revenue The prospect will: Discuss sales and goals. You will: Leverage case studies to demonstrate the relationship to revenue growth. 2. Cut costs The prospect will: Talk directly about their cost of sales, thin profit margins, or perhaps mention a desire to avoid layoffs. You will: Note that price sensitivity will come into play, and use case studies to show how quickly a return on investment can be achieved. 3.