By Jill Konrath, author of "Snap Selling"
Why is it important to pique your prospect's curiosity? The answer is simple. It creates an opening for you to establish a relationship at the same time it positions you as an invaluable resource.
So how do you do it? Here are a couple ways:
- You can make a statement about the results other companies have realized from working with you. For example, I might say this to the VP of Sales: "One of my recent clients was able to set up meetings with 87% of its targeted national accounts within 2 months." I can assure you that the VP is immediately thinking, "How did she do that? I need to learn more."
- You can ask questions that actually get people thinking. For example, when I'm talking to the VP of Sales, I might ask: "What percent of your sales force is prepared to sell effectively in today's volatile economy?" Or, "Have you ever considered that your salespeople's inability to close orders might be a symptom of a much deeper problem?"
These kinds of questions are of high value to your prospects. They expand their perspectives of their issues and challenges. They stimulate new options and fresh ways of thinking.
So from now on, I want you to think about leveraging your successes, knowledge and expertise to get your prospect to say, "Mmmm. That's interesting. I need to learn more."
This article originally appeared in the Fresh Sales Strategies Blog and is used with permission.