"Can you get to the point?"

How to deal with tough prospects

Author

Salman Mohiuddin
March 08, 2023

You’re on an initial call with a prospect.

Prospect: “Can you get to the point?”

We’ve all been there. We want our prospects to tell us all about their problems.

However, your prospect won’t open up. What do you do?

Well here’s something I do that gets them to open up:

AE or SDR: “Sure, Linda. I could tell you all about our solution, capabilities and how we could potentially help, but I’d be doing a personal disservice if it didn’t resonate.

Would it be ok if I spent 30-sec telling you about the specific problems VPs in your role typically face?

If it resonates, we can dive in further. If it doesn’t, we can shake hands and move on.

Is that an unfair ask?”

They’ll say YES the majority of the time.

Spend a few moments speaking to the problems folks in their role face that you solve for. Here’s an example:

“Typically we find executives in your space who are trying to drive more employee engagement in this hybrid environment we’re now in have a difficult time doing so because they fall into 1 of 3 buckets:

Problem 1: xxx

Problem 2: xxx

Problem 3: xxx

Do any of those resonate? And, if so, could you tell me more?”

Then pause and let them respond.

Start with the PROBLEM. Not the solution.

I have some exciting news! Today, I’m releasing the “Ultimate Sales Interview Playbook” course.

It’s helped dozens of folks land job offers the past several months.

It has personally helped me with an 80% success rate in interviews the past 12 years.

This 75-min module based course will help boost your chances at landing your dream Sales job.

Today it’s being released for free to all members of the Salman Sales Academy Community.

  1. More details on the Community + testimonials are at Salmansalesacademy.com

  2. You can sign up for the Community at https://salmansalesacademy.mn.co/landing

  3. The “Ultimate Sales Interview Playbook” course will be released to the general public later in the week, but you can access it in the Community right now.

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