One Question Gets the Attention of Frazzled Prospects

person-dialing-phone-tnWouldn’t it be nice if you could get your foot in the door with your first call to a busy prospect?

Nice, but rarely ever happens.

Your prospects are getting phone calls from everyone else who sells the same products and services.

Let’s face it:

Your prospects and customers are crazy busy and they don’t have time to listen to everyone who tries to pitch to them.

To get some of our prospects’ precious time, we need to spread multiple contacts out over time – sometimes 10 or 12 contacts before we get the opportunity to make a presentation and ask the right questions.

And when we DO get their attention, we need to demonstrate that we know what we’re talking about and can provide the solutions that will solve their problems.

There is one specific question you can ask that will let your prospect know that:

  •  You have the experience and knowledge they need.
  • You have provided solutions to companies similar to their own
  • You are different (in a good way) from your competitors

The attention-getting question below is included in the book “Snap Selling,” written by best-selling author Jill Konrath.

“You already know that if you ask questions, your prospects will see you as more competent and caring, but you may not realize that some questions are better than others.

“Plain vanilla questions such as ‘What are your objectives for the coming year?’ or ‘What are your primary problems’ can be asked by any reasonably trained seller without much knowledge or experience.

“However, if you want to get to the Go Zone, you need to take your questioning skills to a whole new level.  More specific questions demonstrate your expertise.”

The Intelligent, Specific Question

To start a real conversation with prospects, ask this one brilliant question (customize for your specific products):

“Mr. Prospect, in working with other companies who were making copier decisions, I find that they’re typically concerned with 4 very basic criteria:  ease of operation, flexibility, reliability and quality.  Can you tell me which of these factors is most important to you and why?”

“See how you can bring in your experience?  This question leverages your expertise and will be more likely to start a conversation than “plain vanilla questions.”

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Dear Reader:  You CAN get attention plus build trust and credibility with prospects during your first call.  When they know you, like you and trust you, prospects are more likely to buy from you.  My one-to-one private e-course is designed specifically for your situation to get the results you want.  Take a look at what my favorite clients say about working with me  then contact me and I’ll get back to you within 24 hours. I look forward to helping you achieve your sales goals!

– Ann