Make sure you have at least three different ways you add value, problems you solve, and impact you can help mitigate for your prospect ready for the call. 7.- Ask questions to know and understand the needs of your prospect This point will help you not only to successfully handle this call but also to constantly improve your company’s value statements. The intention is to find and understand the pain points or ailments of your buyer personas . To find them you will need to ask some general and open questions such as:
What are the biggest security challenges you’re looking to overcome this year? Are you currently doing anything to improve robotics technology in the company? Is the development of security systems Australia Mobile Number ut internally or is it subcontracted to a company? Do not stay with the first answer they give you, go deeper . You can use general phrases like: Tell me more. Tell me more about that. Could you detail me…? Or ask more specific questions about what you want to understand better such as:
Recap And Apply The Active Listening Technique
How have the actions they carried out worked for you? Why do you think they didn’t work? How is the company you hired doing? The benefit of using open-ended questions to expand the conversation is to help your prospect loosen up in the conversation and get them talking about what’s really important to them. Always have a watch close to you, because no matter how well the conversation is going, at minute 10-12 you should stop. 8.- Recap and apply the active listening technique
Take two or three minutes to wrap up the conversation and show the prospect that you’ve been listening carefully and that you care about what they’ve said . You can use phrases like: “This thing you mentioned is really interesting, as I understand…” “Let me see if I understood correctly, what you commented about… is that…, is it so?” “Sounds like you have various challenges to solve this year, we should delve into them… (pause and listen)” 9.- Establish the following steps Once you’ve recapped and made sure you fully understood what you and your prospect discussed,
Establish The Following Steps
it’s time to define what’s next for both of you. And no, it’s not selling or scheduling a presentation of your products or services… yet. The next step should be to expand this conversation to incorporate topics that were not possible to cover in ten minutes and to be able to understand the totality of the prospect’s situation and especially the problems that you could help him with. Once again: you are not going to offer anything yet, you must identify if the prospect really needs help, if he recognizes that he has a problem, if at this moment he wants to solve them and above all if he wants your help to do it.