Black Belt at Sales & Strategic Networking Academy
A Surefire
How to avoid making a presentation prematurely to a prospect and losing control of your meeting.
When you see how well it works, you will have a lot of fun using it. That's a promise.
For the Sake of Argument,
Your prospect has told you, you have a 1/2 hour to tell them about your company, what you do, etc.
Many salespeople feel the pressure of not having enough time with the prospect and rush through a presentation.
My Strategy Works 100% When You Use it The Right Way.
The purpose of the strategy is to position yourself to qualify or disqualify the prospect.
The following role-play is between a prospect and me.
Prospect
I can give you about 1/2 hour. Tell me about your company and what you do.
Me
I'd be pleased to. And at the same time, I want to respect your schedule and provide you with valuable information. I would like to offer you two options.
Option A:
Over the next half hour, I will provide you with as much information as possible. Chances are I may give you information that's not important to you or relevant to your situation.
Option B:
If we can take a few minutes and tell me a bit of what you're trying to accomplish, what's getting in the way. When I see your world through my eyes, I will offer you some suggestions & recommendations
valuable to you.
Would You Prefer Option A or Option B?
I can tell you, based on my experience, the prospect always goes for option B because it makes sense.
Using This Strategy
You have avoided making a presentation to an unqualified prospect, and you have learned why the prospect is interested in talking with you and why now.
I strongly suggest you practice this, and you'll be amazed at how well it will work for you.
Reach Out to Me
with any questions and/or tell me about your experience using this strategy.
