You know the story. You meet a client for the first time, and they ask a question or two. And your sales hammer goes off.
Bam! Solve that with a product slick.
Bam! Reach in your bag for an order form.
Although you think you’re being helpful, you’re likely leaving money on the table, and coming across as just another salesperson.
So slow down. Ask questions around their problem to keep the conversation going, such as:
- How do you know this is an issue?
- What would happen if you didn’t fix it?
- Are you the person responsible for solving this problem?
- What does it cost you in lost revenue?
- What have you tried so far?
If you follow this route, you’ll likely uncover the “real” problem they need help with, the problem that comes with a much deeper solution.
Although not foolproof, slowing down and doing more discovery leads to more sales more often!