Know Your Answers Before You Make the Call

One common reason for not getting new business is not providing full answers to the more important questions every prospect has.

If you don’t take the time to anticipate what those question may be, you run the risk of being non responsive and out of touch with that prospect.

The simple rule is never to make a sales call until you know the questions they will want answered.

There is a way for you to develop this skill, and we have provided a worksheet for you to get focused on this aspect of preparing for a sales call. See below for the link to the worksheet.

The concept:

Your goal is to figure out the five most important questions you believe a valid prospect would want to discuss with you about your offering.

Here is a simple, yet effective, process that will help hone in on what is really important to any prospect.

Step one:

• Reflect on the service you provide. Think in terms of what it does, how it works, why it is effective, how it was designed, etc.
• Decide why you believe your service / product is the best option to solve the problems it was designed to solve.
• Describe the client who qualifies for the service and who will benefit the most.
• Develop a renewed sense of passion about the service.

You get the idea. You are building a fresh image of your world class service/product and at the same time a fresh image of your ideal prospect.

You may have other elements than the above to help you focus. That is fine. Do what ever you can to get some passion and enthusiasm back into the idea behind the service.

Step two:

• Imagine yourself as the prospect. What would you be most concerned about when considering this service? Identify at least five concerns.
• Write each concern as a question. Example. “How will I know our people can implement this quickly?”
• Carefully develop your response and discussion points for each question. Make it through and customer centered. See everything through the prospect’s eyes and ears.
• Be proud and audacious. Know that you do good work.

Worksheet:

• If you want to see use the sample worksheet click here.

I hope that you will use this and let me know the results or the insights you gain.