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What is the one question that would really make your ideal prospective client stop in their tracks?
Imagine meeting the ideal client in a lift or a lobby/reception area or waiting for coffee and for some reason you look at each other and you have the courage to stick out your hand (although these days maybe not the hand), anyway – you say hi.
Imagine you have the courage to then say “my name is Michael Lang and believe it or not you are someone I have always wanted to meet.”
Imagine they respond by saying “well thank you and tell me why would you want to meet me?”
BOOM. Now what are you going to say?
Most people – you and your people would say “my company/the company I work for we specialise in supplying widgets/service that would be ideal for you company. It would save you $$$$$.”
What are you hoping this person will say next. “well I am so glad we met because I am looking for exactly that, infact I need $$$$ of that to save my business”
Wake up, your dreaming. Nice dream though. Reality is they will say to themselves “how do I extract myself out of here.”
You have not made it interesting enough for them to stay engaged. You have sprayed them with some cheap aftershave/perfume.
What would be even better is if you asked them a question that made them think, think differently.
Would that create the feeling of wanting to know you more, talk to you more?
So what would that question be?
We workshop this in our 2 day Super Sales Clinic workshops and in our Neuro Sales Programs. It is a very powerful way of differentiating yourself and being the trusted advisor immediately.
Next question is - could your sales managers/sales/client engagement people actually introduce themselves to the ideal client and ask that great question?
Your growth, margins and marketshare depend upon it in these interesting times we find ourselves in.
If you cannot differentiate yourself then you will be commoditised and just another supplier, another supplier to be discounted, literally and figuratively.
Want to know how to improve your sales people ability to differentiate? Ask us as we have designed specific selling improvement programs around how to ask that great question, how to reach out to the ideal client and start engaging more effectively. Click here for schedule a conversation.
