Great Article from Jeff Molander.
A great seller will push the prospect to ask for a demo. In less than 10 mins, you need to qualify and convince your contact. If you success, then he will ask for a demo.
The most successful sellers are starting more conversations with prospects because they are crazy good at:
1 – Attracting customers to the idea of talking about their nagging fear, exciting goal or ambition.
2 – Helping customers discover, on their own, what they want, when & why.
They never ask for a meeting. But they get more than you do.
Buyers value more what they ask for than what’s freely offered.
Customers value more what they conclude for themselves than what they’re told.
So you had better be asking yourself:
“How do I get people to ask for help?”
… and …
“How do I get potential buyers to figure things out — on their own?”
Answer: An effective communications technique. Get one. Now.