If you value your product or service and have priced it fairly and competitively, whilst considering your audience, then don’t let it be devalued.
The aim of asking questions is to lead your sales prospect to the point where they realise on their own terms, that they have a need for your product or service.
You’ll have more success pulling people towards you with interest by sharing stories, anecdotes, case studies even, than by mechanically following a sales script. Remember, people buy people, so be a real person, not a dreaded salesperson.
This phase is all about active listening so you can gather information, but importantly understand their emotions and motivations and start connecting the dots to find solutions.
To scale any business, you need a consistent flow of leads. This may be from multiple methods, or it may be with a strong focus or investment of resources in one or two.
The first thing to understand is that business doesn’t just come to you – you have to be proactive and go out and find it. The work we do now will have an effect on our sales pipeline in 2-3 months’ time, so what value are you adding to your prospects right now?