Member Article

Ask this question!

When you are speaking to a prospect for the first time and you are qualifying the opportunity by asking questions you sometimes don’t get anything back that helps you understand why they want to buy.

The prospect doesn’t seem to have a strong reason to buy and you start to think why the hell are you sitting in front of them wasting your precious time.

It could be a few reasons why they aren’t giving you any strong reason to buy. They may be going through the motions as they might have already decided to buy off a competitor but they need to get three quotations. They may not be convinced you can help them.

Whatever it is you have got to find a strong reason why they should buy and to do this you have to find what’s most important to them. Once you find out what is really important to them you can focus on delivering to their need.

So when you struggling to find out anything of value please ask this question…

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This was posted in Bdaily's Members' News section by Michael McMeekin .