OPENER: When I talk with other leaders like you, they tell me they’re concerned with [insert 1 – 3 common problems in your industry]. Is any of this on your mind, or not so much?
What will this do?
- Keep the focus on your prospect
- Position you as someone who can help
- Create a safe environment to discuss real business challenges
- Build in freedom of choice for your prospect
Let me try this with you, the reader…It might sound like this:
When I talk with other leaders like you, they tell me that getting sales conversations going can feel forced and unnatural. Is any of this on your experience, or am I off base?
I just invited you into a conversation to see if this indeed something you’re concerned with.
If yes – I’d get curious to learn more about your situation…e.g., tell me more
If I am indeed off base, you are free to correct me…e.g.,
“Actually, Ted, it’s more the closing side that bugs me. I have all these deals in limbo…”
Oh…
Tell me more…
I hope this helps