Do your research
Before jumping on a sales call with a prospect, make sure you do your homework. Look into the prospect and try to figure out what problems they’re likely to be dealing with. This way, instead of giving a generic sales pitch, you can take time to address those problems and detail how your goods or services can help solve them.
If you’re unsure, you can ask questions while on the call. Asking the right questions can help open a prospect up so they’re more likely to tell you why they’re interested in your product. Some of the open-ended questions you can ask in your sales meeting include:
- Could you tell me more about your business?
- What are your goals for the next X months?
- What’s holding your team back from reaching your goals?
- May I ask you some questions about your company?
How can you, as a sales rep, know what customers need if you don’t give them a chance to tell you? All of these are open-ended questions that can get a prospect talking and explaining their pain points.
When the prospect is talking, make sure you listen to what they’re saying. Asking follow-up questions is an excellent way to demonstrate that you understand what the customer is saying and you’re curious about learning more. Then when you truly understand the customer’s problems, you can explain how your product can help them reach their goals.
When discussing your product, put it in terms that speak to your customers’ interests. You may have the biggest, fastest, and most reliable product on the market, but unless customers see how it benefits them, you won’t make sales.