Letting Your Prospects Train You

By Tibor Shanto
Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring. This not done in any underhanded way; the opposite, it requires sellers to alter their focus. Refining how they prospect and conduct discovery. The goal is to lead the conversation in a way that uncovers the buyer’s true objectives. That will involve letting your prospects train you.
Syncopated Listening
This involves the delicate balance of maintaining the planned flow of the interactions and wholeheartedly allowing, encouraging the prospect to take things off course, down allies where real discovery happens. Not taking away from the importance of the