It’s hard to get an appointment with qualified prospects. And when you do get a hard earned appointment, you don’t want to waste the opportunity.
I get that.
I don’t want you to give me every little detail.
I want to know a little about your company – just enough to gauge your viability.
I want to know a little about your products – just enough to understand why you think I might benefit.
I want to know a little about how you’ve helped other companies – just enough to see if you’re for real.
But mostly I want to do the talking. I want you to ask me questions – and not stupid ones either. Questions that no one has asked me before. Questions that get me thinking.
I can tell more by what you ask me than by what you tell me. At this point in the sales cycle, I don’t really care about you. I only care whether you care about me.