You finally get an appointment with a prospect and hope and desire is to close a profitable sale.
The Prospect Meeting
The day arrives and you're sitting in front of your prospect and the prospect says, “ tell me about your company, tell me what you do.”
Now the pressure is on. You want the business, and you need the business. What do you do?
You Decide
You can do a $1,000,000.00 presentation, share as much information as you possibly can and hope that some of the presentation resonates with the prospect.
That's one option. Another option is to use a Black Belt at Sales Strategy. So, what is that strategy?
The second option is to appeal to the logic and reasonableness of the prospect.
Be Careful
Keep in mind if you make a $1,000,000.00 presentation you're probably going to be left with ,”let me think it over or I'll get back to you.”
If you use the strategy, I am about to share with you, you will increase your percentage of qualifying your prospect 100%. So here we go.
Pressure
Prospect: So, tell me about your company, tell me what you do ,why should I do business with you?
You: I would be happy to. Since we have agreed we are meeting for a 1/2 hour I can offer you
two options . You can choose the option that best fits you.
Option- A
I will spend the next half hour telling you as much as I can about what we do. Chances are I'm going to be giving you some information that you'll need along with wasting your time with a lot of unnecessary information.
Option -B
We take 5 or 10 minutes from our meeting, and you can tell me a little bit about what you're hoping to accomplish and what's getting in the way. Then I could spend the rest of the time focusing on what's important to you.
You: What would you like me to do?
What Would You Choose A or B?
If the prospect has real concerns, they would like to have fixed it's very likely they would choose option B.
If on the other hand if the prospect was to choose Option A, I would not take the prospect too seriously. I would suspect they are meeting with me for a few reasons with no intention to change.
What is The Prospect Up To?
1-The Prospect is embarking on a project and want to educate themselves.
2-Perhaps incumbent is raising their prices and the prospect is looking for a better price to fight against the incumbent.
3-The prospect wants to find out if there is anything better out there.
I hope this was helpful if you like what you heard please hit the like button and share it with friends and colleagues. In the meantime, make it a great day and be safe.
Al Turrisi
