Are your buyers looking to you for free consulting? Most salespeople think not but hear these types of statements regularly:
- "Can you get me an estimate?"
- "Why don't you write up a proposal for me?
- "Well, just get me an outline of your plans for us, and we'll get back to you."
I've got some bad news for you. Those are all requests for free consulting.
Every salesperson is going to hear these questions down the road, but that doesn't mean you have to actually do the work.
Start a dialogue that gets the prospect to predict the future for you. It isn't an invasive question; it simply forces both parties to understand the next steps in the relationship.
If your prospect can't answer a question about what would happen if a proposal fulfilled everything they wanted, you may have to seriously consider whether there is any benefit to providing that free consulting.
FREE REPORT |
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As a sales professional, your job is to ask the buyer questions until you understand what is needed to close the gap between where they are and where they want to be. |
