Thoughtful Thursdays – Prospect like a laser beam

I see a lot of articles about prospecting where the sales person has difficulties getting the prospects attention. The sales person has done some research and knows that the prospect should be interested in their products and services, yet can not seem to get past the first meeting.

Today’s sales thought is about employing a prospecting approach that will get the attention of most of your future customers.

Does it come easy? Of course not. It requires conducting your reseach about your prospect even deeper. More specifically, it is about discovering what their processes are, how they work and where the operational bottlenecks occur.

Once you know your prospect’s processes you can speak knowledgeably about potential bottlenecks. You will have identified what their “pain” is.

If your approach takes you directly to that spot and your prospect agrees, they will listen to what you have to say.

Your side of the conversation might go something like this:

You: “It is our experience that when making this type of product, there is a high probability that defects occur at this point in the process. Have you experienced this?”

You are looking for validation that you have correctly identified a potential bottleneck. If you are correct, proceed accordingly with your next sales step. If you are not, more than likely the prospect will open up to you as they recognize that you know about their business.

Rather than talking in general terms about how beneficial your products and services are, try prospecting like a laser beam and get right to the point of pain.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.

 

 

 

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