Do you want your prospect’s time so that you can tell him about your product or service?
Do you want to tell her how you have helped your existing customers with their complex needs and challenges?
Do you want to tell the prospect all of the ways that your company is different in a crowded marketplace?
Do you really want to give them your four-color glossy sales collateral?
I believe you want something more than that. I believe you want their attention. I believe you want to deliver something of value before you ask for anything from your prospect.
Because this is true, I believe you really want to ask your prospects the best questions that they has ever encountered from a salesperson. A great question will do more than any other statement you might make.
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Filed under: Sales 3.0