Whether you are face-to-face (with a mask on) or on the phone, talking with prospects can be a nerve-racking experience. You’re concerned about what to say and more importantly how to say say it. All the while the potential prospect is talking way but you can’t hear a thing because you’re too busy waiting for an “in” to pitch the sale or say something interesting to catch their attention…
Has that happened to you before or is it just me that has made these kinds of sales mistakes?
Here’s how to engage in conversation while talking with prospects easily and discover 4 crucial pieces of information you must know before talking with prospects about your (business or customer) solutions.
This way you eliminate objections and rejection by only talking with prospects (your target market) but never suspects (the others) about your offer.
Here’s What You Need To Know
#1. Does this person have a problem?
Ask a question to uncover IF your potential prospect has a problem with their current situation.
#2. What is the level of desire to change it?
Not everyone who has a problem has the level of desire needed to mentally sustain themselves through the entire process. That will not serve you nor them very well even if they do start, they will drop off quickly. I know you’ve probably experienced this already.
#3. Can you solve the type of problem they have?
If their problem within the scope of your expertise or knowledge you are in a better position to help them. In order to sustain a disciplined effort to achieve anything, a high level of desire is necessary. They’ve got to be hungry and looking.
#4. Are they prepared (time, money, etc.) to solve it?
All four elements need to be present before you even start thinking about introducing your products or services. When you are marketing your business online all of those things are taken care of by your marketing funnel so only the best-qualified candidates end up in your inbox!
On the Internet, people are not simply browsing like they do in a mall. They are looking for a specific solution to a specific problem like needing more leads and more money. They’re using specific keywords associated with their needs and wants like “automated lead generation”, causes of, and “cure athletes foot”.
By the time they make it to your website, they have already taken care of #1 and #2. If you do a good job on demonstrating you’re capable of #3, #4 will be answered in the form of more sales, more list subscribers, referrals, opt-ins for free consultations and repeat buyers, etc.
How Does It Work Offline?
When you’re in a people business like direct sales and network marketing that high-touch interaction is key to your success. You have got to be able to uncover these 4 core elements. This is done through talking with prospects about three areas of their life:
- Their past history
- Their present moment
- Their future desires
Often times potential prospects don’t qualify to be invited to our team based on the information gathered but we can feel so hard-pressed to recruit someone we persist in!
This leads to disappointment on both sides in the form of rejection for you and an annoyance to your prospect.
When you’ve found there is a problem you can solve, and a certain level of interest in solving it, your solution becomes a natural extension of your conversation to explore whether your solutions will work for them.
Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below. We look forward to talking to you soon!
