The sales process is full of valuable strategies and tactics.
I know, I use and teach them every day.
But if they put my feet to fire and I’m about to be tortured to reveal the absolutely vital, most important question, I’m ready.
Obviously, knowing what the prospect wants is critical and that’s an important question.
But guess what? Sometimes people really don’t know for sure what they want. They might not even disclose their true desire for a variety of reasons.
We can spend a lot of time trying to get to the real issue when one simple question cuts through all the crap.
Are you ready for the question?
Drumroll, please!
“Assuming we work together for the next year and we are very successful, what does your life look like then?”
Here’s where you have to be patient, because the prospect will be thinking.
When they break the silence and answer the question, their answer reveals volumes.
They will first describe their real goals and then more often than not, they will also add other things, their doubts, fears, lack of confidence, or disbelief.
Take each thing they talk about and expand on it.
Now you will have a clear picture of what the prospect’s idea of success really is, and then you show them how your solution is the best one available from all their options.
Have fun!
Remember, you only get results when you take action on your ideas!
