What the prospect SAYS they want is not always what they REALLY want. The best way to uncover the REAL need and improve your sales potential is to:
- Make sure you know who the REAL decision maker is.
- Ask the decision maker this KEY question: "What will your lifestyle/business look like when if we can solve this problem? Know and understand their expectations. Avoid generalities and seek specifics.
- Repeat back EXACTLY what you heard from the prospect. It’s very difficult for a prospect to deny their own words and using this approach will definitely help you get a YES to your next sales proposal.
TIP: Uncovering the true motives behind decisions will hone your sales potential to include REAL needs and expectations rather than good guesses.