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December 21, 2014 at 11:00 PM
There are a million things salespeople need to do to get a prospect’s attention and make the sale.
But there is one that is far more important than any of the others. What is it?
It’s knowing—ahead of time—which problems your prospects are struggling with.
I’m constantly amazed at how often salespeople reach out to a prospect with no clear understanding which problems he might be dealing with.
Here’s a test: Take a moment right now to write down five key problems your prospects might be facing that your product or service could fix. How long do you think it would take? Can you do it in less than 30 seconds? Are you struggling to list five? If you want to get your prospect’s attention, you need to be an expert in his business. And that starts with knowing what he is struggling with before you even pick up that phone or send that email.
Before you engage with your customers or prospects, make sure you’ve got these three things covered:
