There are brief moments of value in a sales encounter when the prospect realizes that “this makes sense” or “I never thought of that” or “He really understands the issue and therefore might have a solution”. Sometimes it comes on the prospect gradually and sometimes it hits the prospect suddenly. But in either case, the opportunity to provide value originates in the questions you ask the prospect. Sometimes the questions themselves provide the value. It usually only takes a few minutes at most to provide that critical nugget that turns the encounter form a “sales call” to a discussion with a “trusted advisor”. The prospect wants more and the sales happens. Of course there is more to it than that and it might take months to complete the sale but it is that moment of value that makes the difference.
Moments of Value
August 21, 2015 by
