Sales convos go bad right from the start because we sound “salesy”
Salesy example:
- Tell me about your pain and challenges
- How are you dealing with this issue?
- What’s keeping you up at night?
Three things to notice:
- Pain, challenges, issues put people on the defensive
- It does not create a safe space for a prospect
- It’s a tad aggressive – on-the-nose
A trusted adviser will put the problem out in front:
- I’m not sure this is on your mind but when I
- talk with other CROs I’m hearing X, Y, and Z.
- Is this your experience, or am I off base?
Feel the difference?