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The Problem The Prospect Brings You Is Never the Real Problem: Sales Tips for Business Owners

  • Do be skeptical
  • Is it really the problem or is it a symptom?

Have you ever taken a prospect’s diagnosis of a problem at face value?  Often, especially if it’s a complex problem, they haven’t had the time to look beyond the symptoms to identify the origins of the problem, or if they have they may not want to reveal the true issues to you.

I believe that diagnosis is our responsibility.  We must know how to diagnose prospects perceived problems, by helping the prospect look beyond the symptoms and identifying the underlying causes. This is part of establishing yourself as a trusted advisor rather than a ‘salesperson’ and enables you to demonstrate your expertise without having to tell the prospect everything about what you do.  How can we do this?  By establishing trust and rapport as well as knowing when and how to use different questioning techniques.

To find out more come to the free seminar, Sales Tips for Business Owners, for those who don’t see themselves as a natural sales person. Click here for more information.

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