If you’re truly a salesperson seeking to give your prospect the best experience, your amazing pitch or presentation will probably never be heard.
What do I mean? Well, in the sales process you want to be helping your prospect discover for themselves the reasons why it would be a good thing for them to buy from you. It’s a process that happens through question asking and problem finding. Asking questions should be your key strategy. Through question asking you are able to ascertain what exactly they need, what they are looking for and what will truly be most helpful for them. You need to understand their true pain and problem long before you give them any kind of contract or final sales pitch. Final presentations are really a matter of logistics not persuasion. Your prospect will probably not view your questioning and answering method as a presentation or pitch, but its where the deal is typically closed. This process is crucial to obtaining any kind of possibility of a sale.
In this discovery process, your prospect is able to explore and understand for themselves what they are truly looking for and if your offering is the best fit. You want them to come to their own conclusions and hopefully you have done your due diligence already and discerned they would be a good prospect, and that your offering is in fact, what would aid or benefit them best in whatever way they are seeking.
Being an expert in this journey of discovery with your prospect will strengthen your ability and reputation as a salesperson.
BoweryJE22
need discovery and digging for pain are such important aspects of sales. I’m glad you pointed them out.