Stop talking Products & Services!
If you find yourself starting a conversation with a new prospect by talking all about your product or service – it is probably time to stop and rethink how you manage these conversations.
To assess their likely interest in your products & services, try instead to include in your opening few words a problem that is a commonly experienced by your clients followed by a question. For example, “Many of my clients are concerned about (a problem that you can solve). Can I ask if this has been your experience?”
Now you have created a conversation that is based around a prospect's likely concerns and you can develop the conversation & the relationship from there.
REMEMBER – Know your Value.
Ask a Question first!
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