How to Find Out What a Prospect Really Wants
Do you really understand what your prospect’s pain points and desires are?
You may not be drilling down as far as you need to.
Sometimes prospects may ask you about your service or request a quote without sharing too much context or the actual pain points that they want you to fix.
This is natural. They may perceive you as a salesperson just trying to get their money, so they have their guard up.
You want to figure out a way to tap into the real reasons they’re talking to you and contemplating your services. Otherwise, you won’t be able to speak to their motivations, answer their objections, or resonate with them on an emotional or logical level.
In this video, I discuss a few ways you can find out more about a prospect’s real motivations and pain points so you know how to progress in the sales process and bring them closer to signing the deal.
