Do you notice this motivation?
When we're selling products or services, we often get caught up in how impressive they are. But the truth is, many potential customers aren’t bothered about our wonderful innovations. They’re all about their own lives and problems, which, believe it or not, don't always include us. It might sound a bit harsh, but that’s the reality.
What they do care about is fixing the pesky issues that bug them daily. That's where the real magic happens. When we focus on identifying and understanding these pain points, we can offer solutions that actually make a difference. This approach transforms us from being just another sales pitch into a genuinely helpful partner.
Have you ever noticed how easy it is to talk about what we know and love? It’s comforting, but it’s what amateurs do - they stick to what they can say. But professionals? They ask the questions that matter. They dig into what’s troubling their prospects. It’s all about having the right opening questions to the heart of the problem.
Think about questions that invite prospects to open up about their challenges. It's more than asking, “What’s your biggest challenge?” but diving into specifics that show you understand their world. For example, “How have recent changes affected your workflow?” or “What’s holding you back from reaching your goals?” These are the questions that lead to real, impactful conversations.
Once we step into the shoes of our prospects, uncover their pains, and genuinely work to alleviate them, everything else falls into place. Offering a solution becomes the easy part. It’s not about selling anymore; it’s about helping. That’s the professional edge.
