What excites your prospects? In business and socially, people like to talk about what
excites them. When you know where your prospect’s interests lie, you will make the
sale or discard the prospect.
When the prospect tells you what is exciting, you can tailor your response to focus on
the prospect. You’ll also know if the prospect is likely to be qualified.
Asking the right questions at the right stages of your sales cycle helps identify real
prospects, shorten your sales cycle, and close more sales.
Early Prospecting
Asking questions about what is exciting occurs early in the sales cycle. It can occur the
first time you meet someone depending on the source (i.e., networking, referrals).
When you market in the right places and generate qualified leads, the next step is being
liked and remembered. What is the best way to do that?
Get the Other Person Talking and Listen
When the other person dominates the conversation, they feel important and want to
meet again.
Moving the Conversation
When networking or meeting someone for the first time, what is your opening line?
We’ve written about asking our favorite question:
What do you like to do when you are not working?
It’s amazing to see smiles and hear answers and easy to move the conversation
forward.
As a follow up, ask:
In business, what part of your role do you enjoy the most?
What excites you the most about your business?
What results excite you when you are working?
Tailor your questions to the context and watch your results.
Is Your New Contact a Prospect?
Qualify new prospects using 4 criteria: Budget, Authority, Need, and Timeline.
BANT helps rank your prospects so you can allocate your time based on your Most
Valuable Prospects (MVPs). – Prospects most likely to close.
Qualify, Rank, Stages
As a business owner with 50 employees or a solopreneur, making sales is the goal.
Moving qualified prospects through your sales funnel requires tactics and follow up.
It is hard to do it alone and more complicated with a sales team. Communications
explode exponentially as you grow. The solution is to use a CRM.
A CRM segments, automates, and tracks better than you and I. Why not combine your
high touch and a CRM’s high tech to close more sales with less follow up fatigue?
Getting It Done
When marketing and sales teams use a CRM to manage lead generation and lead
management, several results emerge:
Sales reps close more sales, spending more time with their MVPs.
Client acquisition costs decrease.
Clients receive greater attention.
Prospects receive specialized outreach based on demographics, geographics,
and psychographics.
Sales teams close more sales with less follow up fatigue.
Making a Difference
When you meet your next prospect, ask “What excites you in your business? You’ll get
big smiles and find your next client, referrer, or good friend.
Close More Sales with Less Follow Up Fatigue
