Even When Prospecting, You Must Create Value
Focus on Moving Forward
Are you one of those salespeople who is timid when engaging a prospect with tough questions??Are you one who tries to gently nurture a lead or a prospect, so you don’t lose them?
You can’t afford to?nurture?them. You don’t have time. They don’t have time.?If you want to nurture something, then go visit a retirement center. You’ll find plenty of people there who you can nurture.
From the start we have to be focused on moving the lead forward, and that includes creating value as quickly as possible.
Ask Value Focused Questions
You create value by asking questions early, and I mean?very early?in the process.?If you fail to have a plan as to how you tie value to the outcomes the prospect desires, then you run a major risk of the prospect never going anywhere.?This means you need to ask “value focused” questions sooner than you most likely have been doing.
“Value focused” questions are ones that get the other person discussing the real issues they’re facing.??They aren’t absolute questions regarding price, they're questions that help uncover the outcome the customer wants.
Today your job is to up your game with the questions you ask. Don’t hold back.?The faster you know the outcome the prospect is looking for, the sooner you will be able to equate it to value.?In the end your customers will only pay for value.
Stay Up-to-Date on All My Podcasts!
The Sales Hunter Podcast
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We have a question from our audience, recommend a book, have a hot topic, and you leave with a lightning round, 10 ways to crack open big accounts.
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In this episode we talk about how to master the art of sales leadership and strategies to be an innovative cutting-edge sales leader. How you lead your salespeople, is the way your salespeople will lead their customers.
Create a 24/7 learning culture, where everybody is consistently getting better!
Become the salesperson you are capable of becoming!
Tune in to The Sales Hunter Podcast and Sales Logic Podcast, available on all podcast platforms! Make sure to like and leave a review, I love to hear your feedback!
Until next month, great selling!
Mark Hunter
Business Developer Infor | Ventas, Marketing
2 年Love this
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2 年Very useful and thank you so much for sharing.
Scaling RogerRoger to €5M ARR ?? | Elevating committed & conscious founders with Lead Generation, Tech Headhunting, Digital Marketing & investments | Let us amplify your impact ??
2 年Great advice! I think many salespeople are afraid to ask tough questions because they're worried about offending the customer or losing the sale. But if you don't ask tough questions, you will be unable to understand the customer's needs and offer them real value.
International Sales Manager at Qumulex
2 年Timid is bad, right???
Sales Management & Business Development Professional
2 年Exactly…..duh!!! You need to keep them a little bit hungry for your attention. Don’t keep talking when you have the order. Don’t overstay on your calls. They have other work too. Be engaging. Know what you need to know. Make a quick punch list and respond quickly. If you have good things they need and you’re genuine and can find a quick common ground about hobbies and interests that’s great. Openly ask about pain points and find solutions but again don’t stay around too long or spill your skittles at the door.