Solving The Symptom Not The Cause

By Tibor Shanto
Prospecting for new opportunities is a tense activity especially telephone prospecting. There are so many variables, too many things we can not predict or control. But there are also things we can control, and those are the things we should focus on, in fact, this is the first step to success, choosing to focus only on those things we can directly impact. But we’re here to talk about what we cannot control and some ways to cope and conquer.
Wrong Message
While we prep our sellers in a number of ways to make the most of a prospecting call, building out personas, identifying pain points we best numb, every need our products potentially address, all the product knowledge a day to day “user” would want to know; these are all supported by ginned up ROI examples – all focused on the cause. We then send our reps out and tell them