The One Non-Negotiable Rule To Follow In Every Sales Conversation

You’re only as good as the value you create.

A legacy sales approach will ask the prospect, “what’s keeping you up at night.” But the modern approach is making a statement of “this is what should be keeping you up at night.”

No prospect wants to ramble a long list of their problems to you. Instead, they want you to know their issues and have ideas of how to help them overcome these challenges.

As a sales professional, you must position yourself as someone who sees into the prospect’s future.

Value creation.

You improve your prospecting results by increasing the value you promise in exchange for the client’s time.

Always give way more value than they give in time.

Value creation starts by helping your clients learn something new about their future results, the decisions they’re making, their business, and themselves. You must help your prospective clients realize their core challenges and priorities.

Start your sales conversations with factors causing your future client to struggle to produce the results they need, whether now or in the future.

As you do, it’ll open the conversation to exploring the threats and discuss the…