THERE ARE 2 THINGS YOUR PROSPECT HAS TO ANSWER FOR THEMSELVES
Before you can ever sell to a prospect, he/she has to answer these two questions.
The first question a prospect has to answer for themselves before any kind of sale is made is am I going to do something? The second question is what am I going to do? and most salespeople only focus on the second question. If you can help your prospect answer the first question, you will be much more successful. Walker breaks down how you can do this, so tune in to the latest episode of No BS Sales School.
NON-BS WORDS TO THE WISE
WALKER: MOVE FORWARD, TAKE RESPONSIBILITY
“Before you serve on tell them how you're going to fix the problems, you need to figure out why in the world, would they change what they're doing now? Is it really that bad? Because chances are, it's not that bad. It's really not, they'd have to prove to you why it's bad.”
WALKER: REASON FOR CHANGE
“The only reason somebody would make a change a hard change is that they have a personal, compelling reason why they have to do something.”
Where to find Walker:
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