What do you do with a prospect who says, “Show me what you’ve got” the moment you walk in the door? This is a very direct prospect who may have already spent considerable time analyzing his or her own needs, either alone or with your competitor.
There are two ways to handle this situation. First, you can say, “I’ve got fourteen different services and each service has multiple options. It would be a waste of your time to show you something you don’t need. If you’ll allow me to ask a few questions first”¦” Or you can show your product or describe your service to satisfy the prospect’s demanding curiosity, then immediately back up to identify the problem or opportunity the prospect is trying to solve.
Regardless of which sales technique you choose, you cannot make solution recommendations without knowing about the prospect’s Discontent and Research steps. Otherwise, you’ll be guilty of sales malpractice: prescribing the solution without fully understanding the needs.
