Even When Prospecting, You Must Create Value

Are you one of those salespeople who is timid when engaging a prospect with tough questions?  Are you one who tries to gently nurture a lead or a prospect, so you don’t lose them?
You can’t afford to nurture them. You don’t have time. They don’t have time. If you want to nurture something, then go visit a retirement center. You’ll find plenty of people there who you can nurture.
From the start we have to be focused on moving the lead forward, and that includes creating value as quickly as possible.  Check out this video where I share about a sales call where understanding the value the customer desired was essential if I wanted to close the deal.
 
 
You create value by asking questions early, and I mean very early in the process.  If you fail to have a plan as to how you tie value to the outcomes the prospect desires, then