This is one of my hot-button issues… coming on too strong in the sales process. I imagine that we’ve ALL done it at some point in our careers. Hopefully, most of us have figured out that this is not the right way to approach selling.
Reading through this wonderful piece from Duct Tape Marketing, Jill Konrath gets right to the point. Consider this outstanding advice that she wraps the whole piece around:
Questions are the key! They have to be provocative, insightful questions that:
- Invite prospects to think about key challenges they’re facing relevant to your offering.
- Explore how staying with the status quo will impact their ability to achieve their ever-escalating goals & objectives.
- Clarify criteria and other considerations involved in making a decision to change.
- Spark ideas about taking their business to the next level.
Make sure to read this first thing today — it’ll set you up for a great week!