When you meet with a prospect, how much do you tell them about your company, products or services? Alternatively, how much of that first conversation or meeting do you spend asking them questions about themselves?
The sure-fire way to win them over is to spend more time getting them to talk about themselves and their needs.
Here in a nutshell is what that first conversation should include:
So the next time you’re talking to a prospect or a potential new client, ask them what their biggest problems are, what keeps them up at night. Listen to their complaints. If you focus on that, and are able to provide a cost-effective solution, chances are you’ll get the sale.