Many salespeople fall into the trap of describing their products and services to their prospects. In this age of information overload, it’s likely your prospect already knows all about what you offer. Instead, start by identifying the problems your prospects are facing. You can then frame the solutions you present in terms of their specific problems. This will make your prospect feel understood and validated and more likely to get excited about the value you offer.
We’ve taken a page out of our own book to produce the following checklist for sales managers, and an accompanying list for salespeople. For help with these problems or any other sales problems you may be experiencing, contact us at email@example.com or give us a call at (212) 302-5522.