Top salespeople are familiar with this concept by @Daniel Pink, and it is more than worth a share — “We tend to think that persuasion or motivation is something that one person does to another. And what the social science tells us very clearly is that it’s really something that people do for themselves. And your job as a persuader, as a motivator, is to RESET THE CONTEXT and surface people’s OWN reasons for doing something, because it works a lot better.”
When you end up being told what problem your prospect is having, now you can finally have FUN! Following up with CURIOUS questions helps you get to the impact of the problem, the great SWEET SPOT in sales. Examples include: (1) “Out of curiosity, why do you think you are having that problem?”, (2) “Very interesting, have you tried solving that problem in the past or has it not really been a priority?” (3) “This may sound like a weird question, but have you thought about the impact that problem is having, maybe ever tried to quantify it?” See SALES SHARE #8 on QUESTION CUSHIONING.
There are many reasons why your prospect may not see the value in your service. If you are sensing that they’re not seeing value during your discovery call, responding with something like, “I’m sorry, it’s my fault for not conveying the value the way I should be” allows your prospect to commiserate with you a bit, and give you the chance to do better and re-start. Granted, we want to ensure this does not happen, but if it does, it can give you another window to take a few steps back on the call, which is always good.
This is a good softener to your bold questions with prospects. Prospects respect bold questions (that come across the right way), and will respect you a lot more for asking them. Softening the blow with ‘I don’t know if I don’t ask’ will make you and your prospect feel that much better about what you’re asking, and gives a reason why you’re asking it, allowing them to share more with you.
On a discovery call, this is always a thoughtful, yet effective way to ask a prospect a question based on what they’ve shared with you. Thoughtful and effective is the sweet spot. Some examples would be “Is it fair to say that you could have saved money if you…,” “Is it fair to say the team just has not paid much attention to…,” This allows a prospect to admit what could have been done better, causing more call to action, without being offended.
On a CONSULTATIVE discovery call, although you may be speaking with a prospect who on paper could be a perfect fit for your service, it’s important to indirectly convey that you’re careful about who you work with, just as they’re careful about working with you. As Amy Volas so clearly mentions, “you don’t need your prospect if they’re not the right fit for you.” Operating under this context also allows you to ask more thought provoking questions, and causes them to take you more seriously.
Phrases like ‘Thought it was worth,’ ‘Figured I would ask,’ and ‘Curious to understand’ help keep your sales discussions conversational and professional, increasing likelihood of trust and rapport. They express your curiosity, while simultaneously maintaining a sales conversation VS a Q&A. Try them.
The beauty about sales is that you are the middle man/woman between the clients you speak with and the prospects you sell into. As a result, you’re advantage is having DAILY INSIGHT from your prospect’s competition, that THEY are not aware of. Therefore, framing your questions with something like “What I personally hear from firms like yours is that they’re having problems with XYZ, how do you feel about that in relation to your group?,” is used to your advantage, because this is where a genuine conversation begins.
Sales is very difficult, yet very rewarding when done right. You have to be quite resourceful, yet without the right support from your company, you won’t succeed. ‘WHY ARE YOU HERE?’ was a sign I would post on my desk when coming into the office, reminding me that despite the distractions one has at work (and there are many), whether it be a tough environment, a tough co-worker, not enough support etc, you are at work to do your very best, every damn day. Try hanging the sign up. You’ll be surprised how much it helps.
I find it helpful to also explain to your clients what your firm is NOT. A lot of prospects may have misunderstandings about you, so immediately positioning the discussion around what you do NOT do, making it very clear up front, helps get rid of that noise immediately, and most likely peaks their interest further.