A client just emailed me with this question: "What approach do you suggest for a prospect like this? They come from outside the industry. I don't want to introduce them to our competition if they are not already aware of them, on the other hand if they have since found them I don't want to under-pitch."
My Response:
"Pursue more questions. In addition to missing critical questions, ask, "What other publications are you looking at right now, or are you only interested in the flagship magazines?" In this prospect's instance, they already stated they're using only "flagship magazines" to reach another industry. You can play off her idea of what's important... which you should continue to do... and in her words, "flagship publications."
The problem is, very few were asked in the fact finding stage. Guessing how to respond means you don't have enough information, so go back and arm yourself. Otherwise, you'll spend all your time wondering and not selling.
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me.
954-290-9896
Jenae@SalesPowerhouse.com
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