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Finding a compelling reason to change.

Before presenting your solution, you must find your prospect's compelling reason to change.

"Not everyone is a prospect. Your ego will tell you otherwise."

This sounds so simple, and yet is what I find many in sales miss entirely during their new client engagement process. Not asking questions such as...

“Why now?”
“Why not just keep doing what you’re doing?”
“Why us?”
“What’s the cost of having that problem or missing that opportunity?”
“Why does this matter to you?”
"Is there anyone else that cares about this?"

You can put these questions into your own words and ask them in a more thoughtful, less direct way, but you have got to get answers to them before presenting solutions. Otherwise, you are out of control and might very well be wasting your time and theirs because they are not ready for you and might not be a good fit.

Question: Of the above questions, which one do you think is the most important?

Tuesday, May 08, 2007 in business | new thinking | sales | Permalink | Comments (2)

'what is the cost of the problem' - compelling question

Posted by Ray Green at 2007-05-09 16:33

Very interesting and thought-provoking blog. Thank you. I thought that the "what is the cost of the problem" was perhaps the most compelling question that goes to the heart of the business enterprise.
- NStreitfeld

i agree...

Posted by Ray Green at 2007-05-09 16:35

without knowing the cost of the problem, how can you know if the solution that you are considering for them makes sense, or not. If you have a 100k solution to a 100k problem, it probably doesn't make sense....and if you have a 1M problem, a 100k may be ok.

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Finding a compelling reason to change.

Question: Of the above questions, which one do you think is the most important?

'what is the cost of the problem' - compelling question

i agree...