I’ve talked a lot about getting to know your prospects through purposeful questions, i.e., questions about your prospect’s needs and wants. Dorie Clark writes about their “secret wants,” what author Kevin Allen calls their “unspoken, visceral” motivations.
When you ask questions, you need to get beyond the surface and really help your prospects articulate their underlying wants. Remember: your job is not to sell your product to whoever will buy it, but to those for whom your product is a good fit. Establishing that requires a conversation that gets at the heart of your prospect’s underlying motivations.
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Author: Nathan Jamail
Nathan Jamail is a keynote speaker and bestselling author of 5 books, including his most recent “Serve Up & Coach Down.” With over 25 years of leadership in Corporate America as a top Director of Sales and a small business owner of several companies, his clients have come to know him as “The Real Deal.” Nathan has taught great leaders from across the world and shows organizations how to have a “Serve Up Mindset” to achieve maximum success. His expertise doesn’t come just from research or interviews. It’s from living the life of leadership for over 25 years. As a sales leadership keynote speaker and author who works with thousands every year, he challenges leaders to be the best version of themselves and settle for nothing less! Check out Nathan Jamail’s books, articles, keynote presentations, and blogs at NathanJamail.com or follow us on LinkedIn, Facebook or Twitter.
