What do your sales prospects care about? Certainly not your product or service. In fact, all they really care about are the daily challenges they face and how you can help solve them.
Understanding this is key to crushing your sales goals. If you continue to focus on yourself, talk about your product and service and ignore your prospects’ top concerns, you’ll be stuck at the bottom of the sales ladder — forever.
The solution? Ask more questions. That sounds simple, because it is. Check out the top five pillars of questioning you should be addressing to sales prospects:
1. You’ll learn what motivates prospects.
When you ask your prospects questions to discover their deepest frustrations, you’ll know exactly how to craft a solution they actually want to invest in. You can’t find out what key challenges will motivate your prospects to buy from you unless you simply ask them.
Hone in on the obstacles and problems in each prospect’s world and look for ways you can present your product or service as a solution to those problems.
2. You’ll be able to disqualify prospects.
The only way to disqualify prospects is to ask the right questions, right away. You may not be used to the idea that you should disqualify certain prospects. But, when you don’t disqualify, you only…