Sales Training Tactics

Why won’t they call me back? I thought we had the deal. I can’t believe they are not interested? If you have ever spoken those words, then chances are you neglected to make your prospect curious enough to need more information and “antsy” enough to need your solution NOW. So how do you create curiosity? First, minimize the number of statements you make in any early sales call. Don’t start your call by telling them what your solution does, but instead ask them a question that gets them “slowly engaged.” For example,

“Would you be interested in learning about a product that has helped similar clients save several hours a week?” Think about it. Who wouldn’t want to save several hours a week (if that’s the benefit of your product)? As a result, you will often get the curious response, “How are you going to do that?” BAM! You have just received an invitation to continue.

So this week, pick your favorite product or service and develop three curiosity building questions that will get your prospects more fully engaged. Then use those to open your prospecting calls. And once you have their ear, keep questioning until you have learned exactly what it’s going to take to help them understand that can’t live without your solution.