When coaching people in sales, we stress the axiom, “I don’t care how much you know until I know how much you care”.
We all want to feel heard and understood.
I heard a great phrase the other day. “You have to have deep compassion for your prospects.”
Meaning being really, really interested in them. The challenges they’re facing, the outcomes they want.
Because it’s only once you understand those, that they’ll feel you have a deep level of empathy for them and their situation.
So when speaking with a prospect you need to gently drill down into their issues. What the impact of having them is. What the issue is costing them. Could it be time, money, effort, recognition or lifestyle.
What they want instead.
What’s in the way of getting this.
How will solving whatever it is make them feel.
And if this is something you can solve, you have a duty to yourself and them to ask if they’re open to you recommending a solution.
If yes, tell them what’s involved. The price and get a commitment to start.
Obviously there are lots of nuances and we drill and skill our clients in the structure of the conversation, but that’s the overall concept of a successful sales call.
If you’d like to hone your skills so your prospecting and sales efforts produce more clients, reach out.
We’ve helped hundreds of professional services firms and consultants who are great at delivery master the art of consistently bringing in quality clients.
Message me and we’ll set up a preliminary call to determine if there’s a fit.
Till next time, this is Rashid Kotwal.