The Parallel Between Prospecting and Leading

This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering. In this compelling conversation, he convinced me to believe.
There is a major parallel between prospecting and leading. When leading, you have to get people to do things that they might not otherwise do. When prospecting, you have to make people see things that they might not otherwise see. Great leaders don’t hesitate to ask tough questions or have engaging conversations, if they know it’s necessary. Those good at prospecting do the same thing- they ask tough questions and create engaging conversations.
Prospecting is About Helping Others:
 
 
Are you willing to engage your prospect with non-superficial questions? Do you engage the prospect with your questions?